Koketso Kekana

Mr Kekana is a superbly knowledgeable Sales Manager, offering more than 10 years’ management experience in the short-term insurance industry and over 16 years in industry knowledge. He claims successful conclusion of numerous projects, all of which resulted in a quantifiable increase in sales and productivity, positively contributing to profitable businesses. Mr Kekana is an innovative manager, able to identify and grasp opportunities for business development. His specialties are, among others, call centre management, team leadership, and sales lead generation. He is a practiced staff trainer and motivator well versed in turn around and growth strategies. Mr Kekana continuously delivers positive results, achieving and often exceeding targets, and offers the appropriate qualifications and experience to add value to any organization.

• Grade 12; Pretoria Institute of Learning (2002)
• Unisa; Post Matric certificate (2003)
• Short Term Insurance Certificate (FAIS); Nouveau (2008)
• Short Term Insurance Certificate Level 4; Nouveau (2011)
• First Level Regulatory Examination; Lesil Examination Body (2012)
• Management Development Programme (UOFS) Completed (2018)
• Future Leaders Programme with GSB UCT in conjunction with Santam. Completed
• Class of Business-Commercial Lines (2023)
• Mentorship and Coaching (2023)

• MiWay Insurance, 08/2010 - Present, Sales Manager, Participating in strategic and operational management. Instrumental in revenue and sustainability creation for the business. Direct impact on profit and loss of the organisation. Addressing campaign challenges with the Team Leaders, offering motivation, and measuring performance. Monitoring the call centre’s budget achievements and leads vs conversions. Establishing targets and develop recovery plans. Driving a high-performance team. Supervising Team Leaders’ ability to provide leads to call centre agents and agent queries. Monitoring attendance and planning emergency measures in case of absenteeism. Ensuring that the QA (Quality Assurance) reports are categorized and addressing incorrect evaluations. Overseeing the Q2S (Quote to Sale) conversion of campaigns, and fresh leads vs total Q2S. Determining sales origination. Creating a personal daily performance tracking report. Analysing reports and submit to the General Manager (month-to-date and week-to-date statistics). On the job coaching and mentoring. Formulating strategies for correcting sales deficits. Leads Generation and leads management. Identify agent’s challenges and coach on them.
• MiWay Insurance, 05/2009 - 08/2010, Team Leader, Performance based marketing and data analysis to realise business value. Launched Call centre (Grew team from 50 agents and 2 team leaders to 300 agents with 5 team leaders). Implementation of key performance tracking and best practice within the call centre. Profit and Loss strategies. Key focus on customer needs to develop market specific products that appeal to the customer base. Implementation of business and marketing strategies. Review and tracking of business strategy. Quality Assurance and compliance risk management.
• MiWay Insurance, 08/2008 - 04/2009, Assistant Team Leader, Responsible for team leader duties in junior capacity. Responsible driving sales for short term insurance. Achieved and often exceeded monthly and annual targets. Liaised client service regarding customers’ policies and instrumental in product improvement via gap analysis. Stakeholder liaison and query resolution.

• MiWay: Outbound sales Agent (07/2008 - 08/2008)
• Hollard Insurance; Sales Agent (07/2006 - 06/2008)
• Hollard insurance; Policy Administrator (11/2005 - 07/2006)
• Firstlink Insurance Brokers (FNB); Sales Broker (03/2005 - 11/2005)
• Absa Insurance Brokers; Sales Broker (06/2004 - 03/2005)

• Instrumental in the formulation and growth of the “call2save” (MiWay) call center. This call center grew from 50 agents to 300 agents over a period of 3 years. The revenue generated and contributed equated to 40% of the MiWay short term business over the period.
• Was part of the initial team to start and grow the Outbound department for MiWay. This department remains profitable and is one of the leading departments in the division to date.
• Recognized as the top performer by winning three CEO Awards over a period of 5 years. The key basis being a top performer in the organization, driving topline and bottom-line contribution. Added to that being a key pillar in organizational culture and high-performance ambassador.
• Recognized as the “Sales Call Centre’ Guru of the year at Hollard Insurance.
• Instrumental in the turn around campaign for MiWay Outbound, changing it from a non-performing campaign by increasing conversion rates, driving high performance, and reaching targets (Quote rate from 55% back to 75%).
• Contributing to R50m book with a 70% persistency achieving a consistent 90% QA rate