Head of Corporate Sales

Head of Corporate Sales

• Job Type Full Time
• Qualification BA/BSc/HND
• Experience 10 years
• Location Nairobi
• Job Field Insurance , Sales and Business Development

About the Role

Reporting to the Managing Director, the role holder will provide strategic leadership and drive profitable growth of the Group Life business through effective execution of the corporate sales strategy, acquisition and retention of key corporate accounts, development of strong intermediary and strategic partnerships, and expansion into new market segments. The role is accountable for delivering sales and revenue targets, growing market share, strengthening the business pipeline, and working closely with Underwriting and other key functions to ensure sustainable and profitable portfolio growth

Key Responsibilities

• Sales Strategy & Business Growth

• Develop and execute the Group Life corporate sales strategy in line with the Company’s overall business objectives.

• Deliver annual new business and profitability targets.

• Identify new markets, sectors, products and distribution opportunities to grow the Group Life portfolio.

• Develop and maintain a robust sales pipeline and ensure effective conversion of opportunities.

• Drive growth in targeted segments including corporates, SMEs and other institutional clients.

• Corporate Client & Intermediary Management

• Develop and maintain strategic relationships with key corporate clients, brokers, agents and other distribution partners.

• Lead engagement on major corporate opportunities, tenders and strategic accounts.

• Establish structured relationship-management plans for key intermediaries and clients.

• Strengthen the Company’s market presence and positioning within the Group Life segment.

• New Business Acquisition

• Lead prospecting and acquisition of profitable Group Life schemes.

• Coordinate preparation of competitive proposals, tenders and presentations for major prospects.

• Monitor quotation conversion rates and identify actions required to improve business acquisition.

• Develop partnerships and alternative distribution channels that provide sustainable sources of new business.

• Renewal & Portfolio Retention

• Drive retention of profitable corporate accounts through proactive renewal management and client engagement.

• Maintain visibility of upcoming renewals and strategically important accounts.

• Work with Underwriting and other stakeholders to develop appropriate retention strategies for key schemes.

• Monitor lost business and implement actions to address recurring causes of attrition.

• Commercial & Portfolio Management

• Monitor sales performance by product, intermediary, sector and distribution channel.

• Balance premium growth with portfolio quality and profitability.

• Work closely with Underwriting, reinsurance and Actuarial teams on pricing, product positioning and emerging market opportunities.

• Provide market intelligence on competitor activity, pricing trends and changing customer needs.

• Sales Leadership & Performance Management

• Lead, coach and develop the Corporate Sales team to deliver agreed business objectives.

• Establish clear individual and team sales targets and monitor performance against agreed KPIs.

• Build a high-performance, accountable and customer-focused sales culture.

• Ensure appropriate succession planning and development of sales capabilities.

• Executive Reporting & Business Planning

• Provide the Managing Director with regular reports on sales performance, pipeline, renewals, market developments and emerging opportunities.

• Develop sales forecasts and provide visibility of expected business performance.

• Present strategic recommendations to Management on growth opportunities, distribution strategy and market positioning.

• Participate in annual business planning, budgeting and forecasting.

• Governance & Compliance

• Ensure all sales activities comply with applicable regulatory requirements, Company policies and approved underwriting guidelines.

• Promote ethical selling and appropriate customer outcomes.

• Ensure appropriate documentation, controls and governance around corporate sales activities.

• Who We’re Looking For

• Essential Knowledge/Skills and

Experience

Required:

• Minimum of a bachelor’s degree in Business, Marketing, Insurance, Actuarial Science, Finance, Economics or a related field.

• Minimum of 10 years’ relevant experience in insurance sales, business development, corporate relationship management or employee benefits, with at least 5 years in a leadership/management role.

• Demonstrable track record in delivering corporate sales targets and driving sustainable business growth.

• Strong knowledge of Group Life insurance products, corporate insurance solutions and distribution channels.

• Strong business development, negotiation and key account management skills.

• Strong understanding of broker, intermediary and corporate client relationship management.

• Ability to develop and execute sales strategies and translate business objectives into measurable results.

• Strong commercial, financial and analytical skills, including sales forecasting, pipeline management and performance analysis.

• Excellent communication, negotiation and executive presentation skills.

• Proficiency in MS Office tools and relevant sales/CRM systems.

• Desirable knowledge/skills and

Experience

Required:

• Progress towards a professional certification (AIIK/ACII/FLMI/CIM

• Experience in Group Life, Employee Benefits or Corporate Insurance

• Established relationships within the corporate insurance and intermediary market

• Knowledge of emerging technologies

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