Sales Manager – Alternative Channels 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