Open Roles at Old Mutual Kenya

Job Description

• The Sales Manager – Alternative Channels will be responsible for developing, managing, and growing strategic partnerships across Alternative Distribution Channels, including Microfinance Institutions (MFIs), Savings and Credit Cooperative Organizations (Saccos), professional associations, affinity groups, aggregators, fintechs, and other strategic partners. The role will drive sustainable revenue growth by identifying and acquiring new business opportunities, strengthening existing partnerships, and delivering innovative insurance solutions across Life, General Insurance, and Health business lines.
• The incumbent will have full accountability for business development, premium growth, profitability, retention, and cross-selling of Life, General Insurance, and Health solutions across the Alternative Channels portfolio. The role will focus on expanding market penetration, growing partner productivity, and maximizing customer value through tailored insurance propositions that meet the needs of partner institutions and their customers.

KEY TASKS AND RESPONSIBILITIES

Business Development & Sales

• Identify, engage, negotiate, and onboard strategic distribution partners including Microfinance Institutions (MFIs), Saccos, professional associations, affinity groups, aggregators, fintechs, corporates, and other alternative channel partners for the distribution of Life, General Insurance, and Health products
• Drive growth of direct business through staff referrals, lead generation initiatives, and strategic partnerships
• Develop and execute sales strategies to increase insurance penetration and market share across all assigned alternative channels
• Present, pitch, and close insurance solutions for individuals, SMEs, and institutional clients across Life, General Insurance, and Health business lines
• Build and maintain a robust sales pipeline to achieve and exceed premium growth, revenue, profitability, and retention targets
• Identify opportunities for cross-selling and upselling across the Old Mutual product portfolio

Partnership & Relationship Management

• Build and maintain strong relationships with key stakeholders, including partner executives, decision-makers, board members, association leaders, and direct clients
• Serve as the primary relationship manager for assigned partners, ensuring effective engagement, service delivery, and business growth
• Conduct regular business reviews with partners to evaluate performance, identify opportunities, and address challenges
• Collaborate with internal stakeholders to ensure seamless partner onboarding, implementation, and ongoing support

Product Development & Market Expansion

• Work closely with Product Development, Underwriting, Claims, Operations, and Marketing teams to design and enhance insurance solutions that meet the needs of alternative channel partners and their customers
• Gather market intelligence, customer insights, and competitor information to support product innovation and market expansion
• Identify emerging market opportunities and recommend new distribution models, products, and partnerships
• Support the rollout and adoption of new products and solutions across alternative distribution channels

Training, Capacity Building & Partner Enablement

• Develop and deliver training programs for partner staff, intermediaries, and internal teams to improve product knowledge and sales effectiveness
• Conduct customer awareness campaigns, financial literacy initiatives, and product education sessions to drive insurance uptake
• Support and coordinate staff referral initiatives to enhance direct business acquisition
• Provide ongoing coaching and support to partners to improve productivity and customer experience

Portfolio Management, Compliance & Risk Management

• Manage the profitability, retention, and quality of the alternative channel’s portfolio
• Ensure all partnerships, business activities, and sales practices comply with regulatory requirements, internal policies, and governance standards
• Work closely with Risk, Compliance, Operations, and Claims teams to mitigate operational and business risks
• Support claims resolution and service recovery initiatives to enhance customer satisfaction and partner confidence
• Monitor portfolio performance and recommend corrective actions to improve results

Performance Management & Reporting

• Track and report on key performance indicators including premium growth, revenue, profitability, retention, partner productivity, pipeline conversion, and customer satisfaction
• Prepare regular business performance reports, market updates, and strategic recommendations for management
• Monitor achievement of sales targets and develop action plans to address performance gaps
• Provide insights on market trends, competitor activities, and partnership opportunities to support business decision-making

QUALIFICATION AND EXPERIENCE

Academic & Professional Qualifications

• Bachelor’s degree in business administration, Finance, Insurance, Marketing, Economics, or a related field from a recognized institution
• Professional insurance qualifications such as AIIK, ACII, Dip CII, or other relevant certifications will be an added advantage
• Relevant certifications in sales, relationship management, bancassurance, project management, or business development will be an added advantage

Experience

• Minimum of 3–5 years’ experience in business development, sales, relationship management, partnership management, or distribution within the insurance, banking, financial services, healthcare, fintech, SACCO, MFI, or related sectors
• Proven track record of delivering sales growth, achieving revenue targets, and managing strategic partnerships
• Experience in Life Insurance, General Insurance, Health Insurance, or multi-line insurance distribution is highly desirable
• Demonstrated experience in developing and managing alternative distribution channels, including SACCOs, MFIs, professional associations, affinity groups, aggregators, fintechs, corporates, or direct sales channels
• Experience in digital insurance distribution, embedded insurance, platform partnerships, or technology-enabled sales models will be an added advantage

KEY SKILLS AND COMPETENCES

• Strong negotiation and persuasion skills
• Excellent communication and interpersonal skills
• Ability to analyze data and market trends to drive business growth
• Customer-centric approach with problem-solving capabilities
• Ability to work independently and manage multiple stakeholders

KEY ATTRIBUTES

• Entrepreneurial mindset with the ability to identify and seize opportunities
• Strong analytical skills to assess partnership potential and performance
• High emotional intelligence and ability to navigate complex relationships
• Experience in insurance digital sales and partnerships is highly desirable

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Job Description

• Manages a small to medium-sized team of advisors to develop, maintain, and leverage relationships with prospective and existing clients to stimulate and manage demand for financial products and services.

Responsibilities

Leadership and Direction

• Communicate the local action plan; explain how this relates to the function's strategy and action plan and to the broader organization's mission and vision; motivate people to achieve local business goals.

Customer Relationship Management / Account Management

• Develop and implement a relationship management plan for existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.

Sell Customer Propositions

• Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.

Sales Opportunities Creation

• Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences.

Performance Management

• Respond to personal objectives and use performance management systems to improve personal performance; or monitor the performance of the team, allocate work and review completion, take appropriate corrective action to ensure timeliness and quality, and contribute to formal individual performance management and appraisal.

Operations Management

• Provide operational support services and sometimes act as first-line supervisor of a transactional operations area. Involves using existing systems and protocols.

Promoting Customer Focus

• Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.

Key Account Management

• Deliver specialized support and service for new and existing accounts in line with organizational policies and procedures. Respond to complex customer inquiries while helping senior colleagues manage and maintain customer relationships.

Customer Relationship Development / Prospecting

• Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve them, referring complex issues to others and ensuring that the customer receives an appropriate response.

Budgeting

• Track budgets and report variances to more senior colleagues.

Organizational Capability Building

• Provide coaching to team members to develop their skills.

JOB SUMMARY

• Working closely with the Area Manager, formulates and implements the overall business Strategy for the branch while assessing the business opportunities to grow quality portfolio, drive digital and agency banking adoption and Bancassurance, through client acquisition, retention and strong relationship management. Manage the branch and offer leadership to staff, Remote sales team and Sales Consultant in formulation and implementation of business growth and development strategies at the branch. The job holder is expected to aggressively drive the branch growth and profitability targets by identifying, developing and maintaining profitable relationships with customers.

KEY TASKS AND RESPONSIBILITIES

KEY MEASURABLE GOALS

• Business Growth & Development
• Relationship Management, customer service & retention
• Branch strategic alignment
• Leadership & People Management-Growth, retention and development of motivated and high performing teams
• Risk & Compliance
• Brand visibility & Marketing
• Branch Operations
• Cost Management

KEY RESPONSIBILITIES

Branch Strategic Alignment

• Develop and implementing branch business initiatives and turnaround strategy in line with Faulu business strategies for performance of branch growth and profitability.

Business Growth and Development

• Lead business growth and development of the branch, agencies and other alternative service outlets attached to the branch.
• Drive sales of all products and services at branch level through offering leadership and motivation to the sales team, sales drives, liaison with key relationships and stakeholders.
• Initiate, nurture and ensure profitable business relationship and Partnerships with the customers, community and government structures while Developing business opportunities in line with the Bank’s long-term strategy and annual business plans and Always keep up with changing customer needs, competitors to ensure that the Bank remains competitive and promptly reacts to changing market conditions and customer needs.
• Responsible for growth quality Branch’s Business portfolio; Assets and Liabilities to constantly achieve income, quality and portfolio growth targets.
• Responsible for customer growth and retention through quality client recruitment, onboarding, cross selling of products and excellent customer relationship management in alignment with bank’s targets and monitor businesses.

Brand Visibility & Marketing

• Adopt strategic marketing by always developing a competitive advantage into the dynamic marketplace and leveraging on Faulu’s distinctive capabilities to drive value.
• Promotion of Faulu’s brand visibility and image: Being the Key liaison point with the community, participate in community affairs to increase the company's visibility and to enhance new and existing business opportunities
• Liaising with the business unit leaders, Marketing and Products development team, to review existing products for fit and alignment with changing customer needs, to recommend improvement or changes as at when necessary.
•  Strategically position Faulu as a Trader’s Bank through consistent messaging to current and potential clients.
• Ensure proper allocation and display of merchandising materials in accordance with Marketing and Bank’s guidelines.

Leadership and People Management

• Manage and lead the branch team in achieving/ surpassing the set business targets through setting smart performance targets for direct reports, providing regular feedback and guidance through coaching and mentorship.
• Development of a high performing team at branch level through training, mentorship, and special assignments.
• Put in place a proper succession plan by constantly developing capabilities within the team, mentoring and coaching the identified successors.
• Responsible for Human Capital function at the branch and constantly consults with HC for clarity on day-to-day interpretation of the HR policy and procedures.
• Effectively track team members’ participation and uptake of personal development programs provided by the Bank such as internal and external training and development opportunities to track staff development
•  Ensures adherence to Faulu Human Capital policies and procedures and adherence to laid down grievance and disciplinary procedure to ensure a conducive work environment.
• Responsible for to enhancement of staff motivation, engagement through unique staff recognition initiatives at the branch

Cost Management

• Lead in optimal utilization of people, financial and technical resources within the branch.
• Budget planning continuous evaluation of branch financial performance against budgets through proper cost management and continuous budget planning and taking remedial actions where necessary

Relationship Management, Customer Service & Retention

• Provide superior level of customer relationship management and promote the customer retention, sales and service culture.

Branch Operations

• Observe branch opening and closing procedure as per CBK requirement.
• Ensures total adherence health and safety requirements, through continuous monitoring of systems, procedures and workflows, and taking corrective action when necessary.
• Responsible for all Branch security procedures including branch opening and opening procedures, camera surveillance and maintenance, video monitoring, robbery and fire drill procedures.
• Ensures there is no breach of branch cash limit in adherence to the regulator’s guidelines.

Audit, Risk and Compliance

• Chair the Branch Credit Committee and ensure compliance to Credit policy & procedures.
• Monitor and ensure 100% compliance to all the company policies, processes, procedures and other controls.
• Enhance the appropriate controls and monitoring mechanisms for the development of high-quality lending.
• Ensure full compliance with Central Bank of Kenya guidelines and appropriate provisions of the Microfinance with respect to lending.
• Ensuring full compliance to the occupational Health and safety (OHS) and Environmental Social Management (ESM) policy and procedure in day-to-day branch business.

SKILLS, KNOWLEDGE & COMPETENCIES

• Business Strategy Implementation skills
• Good presentation skills
• People management skills
• Excellent data entry and typing skills.
• Sales / Marketing skills
• Financial analytical skills
• Customer service skills
• Strong communication and negotiation skills
• Strong relationship management skills

Competencies Required

• Excellent interpersonal skills
• Proven sales and business growth capability.
• Aggressive and self-driven and able to work with minimal supervision.
• Demonstrated Leadership Capability
• Proven decision making and problem-solving capability
• Team leader/player
• Ability to offer mentorship support preferred

QUALIFICATIONS & EXPERIENCE

• Bachelor’s degree in a business-related field from a recognized university

Additional Qualifications/Experience (Preferred, Not A Requirement)

• Advanced training in Business Management.
• Master’s in business or related field preferred
• 6 years of experience with at least 3 years managerial experience with proven track record for delivery of superior results
• Experience in lending /credit
• Experience in MFI or financial institutions