Job Purpose
The incumbent is responsible for leading and overseeing all partnership management activities, including partner advisory and development. This is achieved by developing Customer Value Propositions (CVPs) for strategic and other partners, translating these into business requirements, and working closely with the Solutions team to design tailored solutions for each partner. The ultimate objective is to meet customer needs while maximizing Customer Lifetime Value (CLV) for both the Company and its partners.
Key Accountabilities (1)
Strategy Development and Planning
Develop short-term and long-term strategies for the partnership channel.
Design, develop, implement, and manage the partnership channel and related policies to meet customer needs, minimize channel costs, and optimize the Company's operational efficiency in alignment with the selected Customer Value Proposition (CVP).
Key Accountabilities (2)
Operations Management
Develop new partnerships, strengthen relationships with existing partners, and collaborate with internal stakeholders to achieve business targets in line with TCGIns' strategic direction for each period.
Negotiate and work directly with strategic partners on business initiatives and matters related to non-life insurance products to effectively address solution requirements and optimize solution delivery to strategic partners.
Execute strategic relationship development plans with strategic partners to achieve TCGI's overall business objectives.
Participate in, or nominate team members to participate in, cross-functional working teams to research and analyze partners, partners' end-users, and partner ecosystems. This includes identifying end-user value propositions, understanding customer pain points and expectations, mapping solutions across customer journeys, and defining the Customer Value Proposition (CVP), "Where to Play," "How to Play," and Financial Model (FM) for target end-user segments.
Participate in, or nominate team members to participate in, the development and refinement of collaboration frameworks between the department and partners to maintain relationship quality and effectiveness.
Organize and lead insurance-related events and seminars to share information, strengthen engagement, and build relationships with strategic partners.
Represent TCGIns in developing content and delivering presentations at industry events, seminars, and other forums related to partnership channels.
Participate in, or nominate team members to participate in, the design, review, and enhancement of sales and service models for the partnership channel.
Prepare reports and presentations for Division and Company leadership on business performance, propose solutions, and seek approval for recommended initiatives.
Develop insurance programs for strategic and other partners by coordinating with TCB departments, managing external partner relationships, and serving as the primary liaison between partners and internal stakeholders during solution implementation.
Define business requirements and align solution development plans with the Product team. Subsequently, engage with partners to agree on solutions that TCGIns can deliver to support their business needs.
Monitor and manage the performance of each partner relationship, including revenue generation and channel-related costs.
Foster an Agile working culture and maintain an effective operating rhythm across the function.
Organizational Culture
Ensure management practices within the department adhere to the three core principles of fairness, transparency, and respect.
Act as a role model in promoting and strengthening the organization's culture.
Ensure the effective and comprehensive implementation of organizational culture initiatives, enabling employees to understand and consistently demonstrate the Company's cultural values and behavioral standards.
Key Accountabilities (3)
Team Management & Organizational Development
Build and develop the Partnerships Management team with a strong focus on commercial excellence, ecosystem-driven growth, and performance orientation.
Manage, coach, and develop the capabilities of managers and subject matter experts within the function.
Establish KPIs, governance frameworks, and operating models aligned with the Company's partnership strategy.
Foster a culture of ownership, collaboration, and innovation across the department.
Manage team performance effectively and provide regular feedback in accordance with the Company's annual performance management cycle.
Risk Management & Compliance
Ensure all partnership activities comply with applicable laws, internal regulations, and the Company's risk management requirements.
Monitor and control risks related to commercial activities, customer data, operations, and brand reputation throughout the partnership lifecycle.
Collaborate closely with the Legal, Compliance, and Risk Management functions in reviewing contracts and partnership governance frameworks.
Other Responsibilities
Perform other duties and responsibilities as assigned by the Company's Management Board from time to time.
Key Relationships - Direct Manager
Key Relationships - Direct Reports
Key Relationships - Internal Stakeholders
Key Relationships - External Stakeholders
Success Profile - Qualification and Experiences
Education
Bachelor's degree or higher in Business Administration, Finance, Insurance, Marketing, or a related field.
English proficiency: In accordance with the Company's requirements.
Professional Experience
Minimum 10-12 years of experience in partnership management,
business development, ecosystem development, or strategic alliances.
At least 5 years of senior leadership experience in insurance, banking, fintech, platform businesses, e-commerce, or ecosystem-based business models.
Proven experience in developing and executing partnership distribution strategies or ecosystem business strategies at an enterprise level.
Demonstrated experience in negotiating with and managing major strategic partners, including technology companies, banks, digital platforms, industry associations, and business ecosystems.
Proven track record in designing and implementing commercial models, revenue-sharing frameworks, and governance models for business partnerships.
Experience in managing P&L, business KPIs, and the operational performance of partnership channels.
Preference will be given to candidates with experience in embedded insurance, affinity partnerships, or digital distribution models within the non-life insurance industry.
Experience working in a digital transformation, Agile, or cross-functional operating model environment is considered an advantage.