Corporate Sales Manager - Brokers, General Insurance at Old Mutual Kenya

Job Description

Reporting to the General Manager - Distribution the incumbent will be responsible for all corporate business activities in General Insurance (GI) – Broker Channel, achievement of set business targets; promote profitable growth while ensuring mutually beneficial business relationship with the relevant stakeholders.

KEY RESPONSIBILITIES

• Drive Growth & Profitability: Develop and execute sales strategies to drive new business for GI - Brokers. Ensure profitability by managing loss ratios and expense ratios.
• Strategic Planning: Formulate and execute long-term and short-term strategic plans for the Broker channel in alignment with the company’s strategic objectives.
• Revenue Management: Chair weekly revenue meetings, setting clear goals for the broker channel and reviewing performance regularly to ensure targets are met.
• Credit Management: Implement and enforce the company’s credit policy by managing premium collections and prudent debtors’ management.
• Recruitment of new Brokers and ensure continuous training.
• Set annual sales targets for BDOs and track performance monthly. Share progress reports with GM Distribution.
• Oversee the management of Brokers, ensuring their needs are met and fostering long-term relationships.
• Develop and execute a robust Brokers engagement plan through daily visitation plans, customer solution presentations, hosting Brokers trainings, and appreciation meetings among others.
• Ensure strict adherence to risk control and self-assessment checklists. Implement compliance measures across the Broker channel in credit management and distribution.
• Ensure all Brokers meet regulatory and internal compliance requirements before onboarding.
• Timely Quotation Delivery: Ensure quotations are delivered within the agreed turnaround times (TATs) to meet customer/Brokers expectations.
• New Business Development: Actively seek out new business opportunities within the broker channel to expand the portfolio.
• Supporting the Old Mutual Group Integrated Financial Services (IFS) strategy by collaborating with other Lines of Business within the group (Life, Investment, Health and Banking) to drive customer and revenue growth through actively seeking of cross-selling opportunities.
• Develop new product concepts for review and development by the technical committee and launch of new products in collaboration with relevant departments and teams.
• Review existing products in view of market development and customer requirement and propose revision for consideration by the technical committee.  
• Manage, train and mentor Corporate section staff to achieve high levels of motivation and productivity.
• The incumbent will be responsible for ensuring adherence to, implementation of, and adoption of Compliance, Anti-Money Laundering (AML), and Sanctions-related policies, procedures, and process requirements within Old Mutual and its subsidiaries. This includes execution of customer due diligence processes, ensuring compliance with Know-Your-Customer (KYC) standards, conducting ongoing and enhanced due diligence, and maintaining data quality. Additionally, the role involves identifying and monitoring potential AML, Sanctions, or Compliance breaches and unusual activities, and escalating these concerns to the Risk and Compliance Office for further action.

SKILLS AND COMPETENCIES

• Strong leadership and management skills.
• Ability to work independently and build effective interpersonal relations.
• Strong Business acumen.
• Professionalism in dealing with both internal and external customers.
• Effective communication both written and verbally.
• Proficiency in use of computer programs

QUALIFICATIONS (Academic, Professional, Experience)

• 1st Degree in business or related field.
• Progress towards ACII or equivalent.
• At least 5 years' experience in General insurance industry in the areas of business development and/or marketing.  
• Business management training.

Skills

• Building Trust, Client Management, Client Needs Assessments, Consultative Selling, Customer-Focused, Customer Service, Customer Understanding, Customer Value Proposition Development, Direct Selling, Identifying Sales Opportunities, Sales Closing Techniques, Sales Data Management, Sales Software, Strengthening Customer Relationships

Competencies

• Action Oriented
• Builds Networks
• Business Insight
• Communicates Effectively
• Customer Focus
• Drives Results
• Ensures Accountability
• Instills Trust

Education

• NQF Level 7 - Degree, Advance Diploma or Postgraduate Certificate or equivalent