Embrace new skills and abilities

It took a little daring and courage for me to step out of my comfort zone. You know, after corona, we all started thinking a bit differently. That's when I decided to embark on a new career path within the Triglav Group.

For career growth

The change I decided on exceeded my expectations. Therefore, I advise you not to fear change, but stagnation. Don't ask for it to be easier, but for it to be better. Don't wish for fewer challenges, but look forward to new skills and abilities.

My path led me to a job that is truly a bit special, in the external sales channel management department. There are many field obligations, a huge number of meetings, encounters with a wide variety of people, and solving a range of challenges. But I enjoy it very much, as I can simultaneously educate myself and grow in my career.

Every month I travel more than two thousand kilometres, meet with a wide variety of people in more than sixty meetings, and successfully negotiate large insurance policies. These are precisely the great challenges for those of us who know how to enjoy them. I can achieve all this as the director of the external sales channel management division at Triglav Osiguruvanje, based in Skopje, the capital of North Macedonia.

At Triglav, we are like a family

I joined Zavarovalnica Triglav three years ago, having previously worked in life insurance for ten years. In my previous job, we were also part of a larger group, but we didn't have as much training and knowledge exchange as we do at Triglav. I integrated into the team quickly, also with the help of a mentor. I progressed rapidly and, since October last year, I have been leading the external sales channel management division. I recently enhanced my knowledge in Zagreb at the Triglav Academy. Colleagues from across the region and I received training in leadership and motivating people. For some time now, I have been attending regular sales training and similar sessions for acquiring various skills, and I collaborate with external partners. This has given me the opportunity to now be a mentor myself to my six colleagues.

Good cooperation with partners is key

Our external channel management department deals with the organisation, coordination and promotion of life insurance sales through external business partners such as banks, brokerage agencies and various financial institutions. Strengthening existing and establishing new business partnerships is an important direction we have set for ourselves in the Triglav Group's Strategy until 2025. In this cooperation, it is important that we grow together with our partners.

We organise many training sessions and sales workshops for our partners, and we also take care of the logistics and motivation of our sales staff. Every day we visit clients and talk to them about current issues. My colleagues and I present Triglav's life insurance products and help select potential policyholders who might be interested in insurance. But that's not all. My daily routine also includes negotiating deals with high insurance premiums, which can be stressful for many. But I enjoy it!

Our key competence is communication

To be effective in my line of work, you need to be a skilled communicator, genuinely enjoy working with people and have a passion for fieldwork, sales and the accompanying adrenaline. You simply can't do without it. Public speaking skills are essential, as sales training sessions typically involve 30 to 50 attendees. I love chatting with them during breaks and after the official programme. Every training session is different. Besides the training and socialising I've mentioned, I'm also impressed by the excellent technological support we have at the Triglav Group.

And another thing: I enjoy meeting new people and expanding my network. In my job, I deal with all sorts of personalities, but it's made considerably easier by the fact that everyone I speak to is financially literate and understands the importance of insurance.

On the road every day

My packed schedule demands meticulous organisation. I know my calendar inside out; I can recite it for a month in advance. I don't like to cancel or postpone meetings, as this disrupts my plans. I have a company hybrid vehicle, with which I visit business partners in Skopje on Mondays, Wednesdays and Fridays, and on Tuesdays and Thursdays, I also travel to other places in North Macedonia. I prefer to drive where there are good roads. Otherwise, of all the places, Ohrid is my favourite, but the journey there is quite arduous. Instead of going there monthly, I visit it only once every two months.

I also love my job because many interesting things happen to me. Once, a banker, one of my business partners, and I went to a meeting with the management of an IT company that had offices in a residential building. We were quite surprised when we had to change into slippers before entering their premises. Yes, that happens to me too.

Why I love my job

Even though my days are very dynamic, my mornings are usually the same: I have my morning coffee with colleagues, then head out to the field. Despite being in the car every day, I prefer this to administrative office work, especially when the weather is good. Our management also ensures we don't fall into a routine, with their willingness to support advancements. I like that my team helps me with the tasks I was doing before my promotion, allowing me to focus on other responsibilities. I'm convinced that having a good understanding of all work processes is a great advantage, and I'm very grateful for the opportunity I've had.

Together towards the goal

Given that I work in sales, it's not surprising that I really love numbers. Every day I check how close they are to the set goals. The adrenaline triggered by the question of whether we will succeed drives me forward. I feel it most when we close a major deal.

There are many challenges, and I face them with a smile and a positive outlook on the world. Currently, for example, there are only five of us looking after a network of more than 500 people with whom we cooperate. At the end of the year, sales increase slightly, so it is sometimes quite difficult to respond to all messages and calls. But we are well organised, so we manage. And people are increasingly aware that life insurance is really useful and important. They are also very familiar with Triglav, which enjoys a great reputation in North Macedonia.

Sanja Merđenovska is Director of the External Sales Channel Management Division at Triglav Osiguruvanje, Skopje.