Business Development Manager at Old Mutual Kenya

KEY TASKS AND RESPONSIBILITIES

Lead Generation & Direct Sales

• Generate qualified leads through targeted outreach, referrals, events, internal Old Mutual channels and corporate networks.
• Convert existing and new opportunities into signed annual contracts.
• Manage the full sales journey: prospecting → discovery → demo → proposal → negotiation → signed contract → renewal and expansion → referrals
• Activate existing corporate relationships and equip internal teams to identify and progress leads and ensure a structured handover to onboarding

Distribution Partnerships

• Build scalable distribution channels through embedded partnerships, referral commissions, bundled offerings and co-branded propositions. Explore embedded or white-label distribution partnerships with digitally forward organisations.
• Build relationships with wellbeing providers, HR networks and communities, employer associations and business communities, using their events and platforms to generate qualified leads and sales opportunities.

Commercial Growth & Market Development

• Work with Marketing to execute digital campaigns that generate qualified corporate leads.
• Work with Product teams to create employee-led referral journeys and self-service, lower-touch sales and onboarding experiences that generate leads and support smaller employers.
• Translate buyer feedback, objections and market insights into actionable improvements across the product, pricing, packaging, contracting and onboarding.

Reporting & Commercial Discipline

• Maintain accurate CRM records, weekly forecasts and pipeline reporting against sales and revenue targets.
• Track conversion, pipeline movement, win/loss insights, customer feedback and commercial risks.
• Provide concise commercial updates and recommendations for leadership and board reporting.

Collaboration & Strategic Support

• Support the Head of Thrive and the wider Digital Business team in delivering strategic and commercial priorities.
• Collaborate across teams to continuously improve and innovate the proposition, customer experience and go-to-market approach.

SKILLS AND COMPETENCIES

• Commercial Acumen: Assesses opportunities, develops compelling business cases and makes sound commercial decisions.
• Strategic Thinking: Connects immediate sales activity to longer-term business and growth objectives.
• Customer First: Understands employer needs and uses customer insight to strengthen the proposition and experience.
• Communication and Influence: Presents ideas clearly, negotiates effectively and mobilises stakeholders towards shared outcomes.
• Relationship Building: Establishes trust and credibility with clients, partners and internal teams.
• Execution: Demonstrates ownership, discipline and persistence in delivering results.
• Analytical Thinking: Uses commercial data and market evidence to identify issues and guide decisions.
• Innovation and Agility: Tests new approaches, learns quickly and adapts in an evolving environment.

What Success Looks Like

• A strong pipeline of qualified corporate opportunities is consistently progressing.
• Annual contracts are secured, renewed and expanded against agreed revenue targets.
• Repeatable direct-sales and partner-distribution channels are established.
• Customer and market insights contribute to a stronger proposition and more efficient commercial journey.
• Leadership has clear visibility of performance through accurate CRM data and reliable forecasts.

QUALIFICATIONS, KNOWLEDGE & EXPERIENCE 

• Bachelor’s degree in Business, Marketing, Commerce or a related field.
• At least four years’ experience in B2B business development, enterprise sales or commercial growth.
• Proven track record of generating qualified leads, managing full sales cycles and closing corporate contracts.
• Experience establishing new pipelines, testing routes to market and building repeatable sales processes.
• Experience engaging corporate decision-makers, particularly in HR, People, Total Rewards or employee benefits.
• Experience developing distribution, referral, embedded or strategic channel partnerships.
• Proficiency in CRM and pipeline-management tools; Zoho CRM experience is an advantage.
• Experience in corporate wellness, HR technology, employee benefits, insurance or B2B SaaS is an advantage.