Advisor Sales Unit Manager at Old Mutual Kenya

Job Description

The Advisor Sales Manager is responsible for leading, developing, and managing a team of IFS Advisors to drive sales performance, deliver outstanding customer outcomes, and supporting the One Mutual Integrated Financial Services (IFS) strategy. This role provides frontline leadership to ensure Advisors are equipped, motivated, and aligned to organizational culture and values while achieving revenue growth through insurance, investment, health, and financial solutions.

Key Responsibilities​

Sales Leadership & Performance Management​


Drive achievement of individual and team sales targets across the IFS product suite.​
Monitor daily, weekly, and monthly performance metrics and implement corrective actions where required.​
Lead sales planning, forecasting, territory management, and activity tracking.​
Conduct regular performance reviews, goal setting, and performance coaching.​


Advisor Recruitment, Onboarding & Capability Building​


Support the recruitment and selection of high-performing Advisors.​
Lead onboarding and induction activities to accelerate Advisor productivity.​
Work closely with Training and Support Teams to coordinate product training, sales skills development, and regulatory requirements.​
Build a high-performance culture grounded in Old Mutual's values and sales excellence standards.​


Customer Experience & Quality Assurance​


Ensure Advisors deliver exceptional customer service and adhere to Treating Customers Fairly (TCF) principles.​
Oversee compliance with regulatory guidelines, licensing, and company policies.​
Resolve escalations and ensure quality checks on sales processes and documentation.​


Coaching, Mentorship & Culture Building​


Provide regular field coaching and joint visits with Advisors.​
Instill the organization's purpose, culture, and values.​
Guide Advisors on ethical selling, professionalism, and customer engagement.​


Collaboration & Stakeholder Management​


Work closely with collaborating roles: Retail Sales Manager, Corporate BD Managers, Marketing & Distribution.​
Coordinate campaigns, marketing initiatives, and lead generation activities.​
Share insights with Product, Marketing, and Business Development teams to enhance customer value propositions.​
Represent the Advisor unit in meetings, planning sessions, and business reviews.​


Operational Management & Reporting​


Track and report on Advisor activity, conversions, compliance, and quality metrics.​
Ensure accurate submission of reports, documentation, and sales records.​
Coordinate with the IFS Administrator and Distribution Support Team to ensure smooth operations.​
Manage budgets, commissions, incentives, and resource allocations for the unit.​


​Key Performance Indicators (KPIs)​


Achievement of sales targets (monthly, quarterly, annual)​
Advisor activation & productivity ratios​
Advisor retention and tenure​
Quality metrics: lapse rates, compliance scores, documentation quality​
Customer satisfaction and experience scores​
Team engagement and culture metrics​


​Qualifications & Experience​


Bachelor's degree in Business, Sales, Marketing, Finance, or related field.​
Minimum 5 - 7 years' experience in sales or financial services, with at least 3 years in a leadership or supervisory role.​
Proven track record in sales management and achieving commercial targets.​
Experience in insurance, bancassurance, or IFS distribution is an added advantage.​
Knowledge of regulatory requirements (IRA, RBA, CMA, etc.)​


​Skills & Competencies​

​​Technical Skills​


Strong understanding of financial products: Life, General, Health, Investments, and Savings​
Sales planning, forecasting, pipeline management​
Data-driven decision-making​


​Leadership & Behavioral Competencies​


Inspirational leadership and coaching capability​
Excellent communication and interpersonal skills​
Strong ethical grounding and customer-centric mindset​
Problem-solving and conflict resolution​
Agility and adaptability in a fast-paced sales environment​


​Personal Attributes​


High level of integrity​
Results-oriented with a growth mindset​
Confident, resilient, and self-motivated​
Passionate about people development and customer success​