BDMs don’t exist in a new organisational structure Page is putting in place at TOWER Health and Life.
Rather the BDM role is being split into two, sales managers and account managers, and TOWER’s client base of 2400 advisers is being segemented into different groups based on a number of factors.
The top group of advisers are being invited to join what’s billed as an “exclusive prime dealership group”.
They will be serviced not by BDMs, but by a team of regional sales managers who will help add value to advisers by assisting them in facilitating growth and development of their businesses.
As part of the support for the prime dealer network, these advisers will have access to a number of services already offered by TOWER, such as its tablet technology and best practice tools.
They will also get access to a panel of business experts who will help them with issues such as marketing, taxation, company structures and coaching.
Page says another key part of the arrangement is that TOWER will have agreed and binding service level agreements which outline the minimum level of service advisers can expect from TOWER.
Advisers who fall into the other groups than dealership will be serviced by a team of mobile and office-based account managers.
“The team of mobile and office-based account managers will be charged with managing key health and risk adviser’s day to day service requirements,” Page says.
“Account managers will become the primary liaison between advisers and TOWER."
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