Head of Distribution COE (Life Insurance Project)

Job Purpose

'Lead and manage the strategic and operational support activities for insurance distribution channels including Bancas, Agency, Alternative channel... Accountable for compliant operations, effective administration, sales force engagement, and performance enablement. Responsible for incentive governance, licensing and code management, quality assurance, MIS reporting, and supporting capability development of the sales force.

Key Accountabilities (1)

1. Strategic Direction & Operational Oversight:

- Set long-term strategic direction for distribution support aligned with channel objectives and enterprise goals.

- Govern day-to-day support operations: advisor onboarding, contract management, CRM/system access.

- Lead cross-functional coordination across IT, Finance, Legal for aligned processes and systems.

2. Compensation Governance & MIS Leadership

- Design and oversee channel-specific commission and incentive structures.

- Direct reconciliation, reporting, and approval processes for advisor payouts.

- Guide development of MIS tools and performance dashboards to empower data-driven decisions

Key Accountabilities (2)

3. Licensing & Code Governance

- Establish and maintain code lifecycle protocols ensuring regulatory adherence and operational efficiency.

- Manage agency code status tracking and distribution structure mapping.

- Lead resolution of licensing issues, non-compliance, and periodic credential audits.

4. Distribution Quality Assurance Leadership

- Define and implement quality control frameworks tailored to channel models.

- Lead assessments, remediation plans, and continuous improvements.

- Champion initiatives to elevate service standards and sale forces professionalism.

5. Sales Team Enablement & Leadership Support

- Drive advisor capability development programs aligned to channel needs and advisor tiers.

- Support sales managers in team operations, governance, and performance frameworks.

- Oversee training, engagement, and career growth initiatives for the distribution network.

Key Accountabilities (3)

PEOPLE MANAGEMENT

- Oversee human resources planning and execution (headcount & costs) of their function/ sub- function

- Attract, onboard and retain the right talents for a high- performing team

- Establish and communicate sub- function/ function and individual KRAs/ KPIs, goals, action plan, expectations and results to reporting line

- Manage sub- function/ function performance & provide feedback regularly (following the annual performance management cycle)

- Define team’s capability requirements and enable team member’s professional and personal development through capability assessment, training, coaching & feedback, mentoring, etc.

- Motivate and recognize team members’ contributions towards the team’s shared goals

- Responsible for developing talents within the function/ sub- function

- Act as a role model and promote corporate culture at function/ sub- function level

- Understand & communicate relevant HR offerings to team members.

Key Relationships - Direct Manager

Chief Distribution Officer

Key Relationships - Direct Reports

Director/Senior Manager/Manager, Distribution Administration; Director/Senior Manager/Manager, Distribution Quality Assurance

Key Relationships - Internal Stakeholders

Internal Function, Divisions in company

Key Relationships - External Stakeholders

Ministry of Finance (for licensing and regulatory compliance), bancassurance partners (for sales execution and contest coordination), certified training institutions (for agent qualification and upskilling), CRM technology vendors (for license, contest and training systems), and audit or reinsurance partners (for operational process reviews and sales governance support).

Success Profile - Qualification and Experiences

Bachelor’s degree or higher in Business, Insurance, or related fields

Minimum 12 years of experience in life insurance distribution, with proven leadership in sales operations, training, and performance management

Strong understanding of agent lifecycle, sales quality frameworks, and MIS systems

Excellent stakeholder management, strategic thinking, and cross-functional collaboration skills

Experience in leading transformation initiatives and building scalable support infrastructure