Sale Management

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Company Background
• Performance & Growth:

• Top 10 by Gross Direct Premium ( RM786.6 million )

• Top 10 by industry ranking ( Q3 2018 ) in market share by
Gross Written Premium, among the fastest growing and
profitable from 2010-2018.
• One of 5 general insurers that are majority owned and
managed by Malaysian
• GWP CAGR 2010-2018: 13%
• Combined ration 2018: 92% ( 2017:83%)
Distribution Network
Our Products:
Organization sale function
Bancassurance Commercial unit in RHB Insurance Berhad managing sales portfolio referred and cross-sell by RHB Bank Berhad to
their subsidiaries. Prospecting activities includes visit Personally visit more than 35 Commercial Banking Business Centres (CBBC)
nationwide once a year to support Bankers for referring and cross-selling RHB Insurance products and services to their
commercial client that obtaining financial facilities with RHB Bank Berhad.

since RHB Insurance is under financial services industry instead of production or manufacturing line, hence building a rapport
with both client and sales representative as part of human touch strategies imposed in prospecting activities are crucial to secure
target commercial client.

Organization’s e-mail is considered as an official written communication while phone messaging for faster reach and receive
feedback. Besides call as verbal method of communication, face to face interaction has been practised by visiting Bankers to
support referral and cross-sell prospects or activities.

Organizational structure practiced by RHB Insurance group can be classified under complex structure which included customer-
based structure, functional structure and geographical structure.
• Organizational structure practiced by RHB Insurance group can be classified
under complex structure which included customer-based structure, functional
structure and geographical structure.

• There are 2 teams under supervision of Ms Chris which is Commercial Banking

and SME Banking; both serves the different edge of customer needs.

• Besides front-liner, Business Support team which back up the administrative

work such as issuing policy also fall under Ms Chris’s supervision.

• To better service customer across the nation, RHB Insurance Berhad has set up
Business Development teams based on geographic structure, which divided into
5 regions and each region will lead by certain number of sales representatives.

• Management of RHB Insurance Group has been divided to three division. First
division is called Shared Service which comprise department such as Finance,
Compliance, Risk Management, Information Technology, Audit and Human
Resource Department. Next division is known as Operations & Support that
included department Underwriting & Claims, Transformation Office & Business
Support, Strategy & Pricing, Partnership Value Management and Appointed
Actuary.

• There are three major Business Channel division that directly related to sales
activities. Ms Chris is reporting directly to Head of Bancassurance & Affinity
Business. Besides that, Agency & Distribution and Broking & Corporate are sales
team under division of Business Channel.
 Upon approval from management team for sales strategy that may require additional
manpower to execute it, Section Head will be required to submit manpower request
to group Human Resource with written support and approval from Managing
Director/CEO. Once receive approval from Group Human Resource, process
recruitment will begin.

Human Selection procedures lead by screening resume from Group Human Resource data

Resource bank both internal and external. Once identify candidates experience in insurance
industry and career history, Group Human Resource will call candidate to schedule an
interview session. There will be test provided by HR team which candidate are
Management required to sit before interview session. During interview session, personalities and
attitude will be considered for make an offer. By passing test and interview, only then
candidates will be recruited.
Practice
Additional elements in RHB Group performance appraisal is Individual Development
Plan for staff to develop their career aspirations in organization. Through career
aspirations, employee can put their career target and plan further to strive for it. Staff
as well will need to identify barrier to achieve their career aspiration. Through this
both manager and human resource team will be able to provide opportunity for staff
to achieve their desire position in organization.
 Sales management is a very important part of the company. It has been found for many years that many sales problems are caused by
the company's failure to understand sales management. Therefore, in order to cultivate good sales, we must first solve the
environmental problems of the enterprise.

As a sales management, must have a deep understanding of the market, and need to be able to "build" a sales team that matches your
own market. Many companies don't know enough about the market first, so they don't know how to enter the market or enter wrongly.
In this case, they don't know what sales model should be used. In the end, they will not create a suitable sales team.

A sales culture that can guide sales "impulsiveness"

One-to-one communication mechanism is crucial

Analyze and Regular sales meeting

Recommendation
Sales management can't hide behind the desk to complete their work

Continuously improve team combat capability

Sales management must point the team to a clear direction

Provided to sell the appropriate weapons to fight

Thank You!