PURPOSE:
The incumbent shall be responsible for leading a team of sales professionals in generating revenue through the sale of insurance products to corporate clients. The primary focus will be on developing and implementing strategic sales plans to meet and exceed sales targets, while also fostering strong relationships with Broker and Agency Distribution Channels to ensure client retention and satisfaction.
PRIMARY RESPONSIBILITIES:
- Targets: Effectively manage the Broker and Agency Distribution Channel to increase the number of distribution channel partners, attain products revenue targets, collect premium, promote cross-marketing activities, and ensure profitability;
- Successfully coordinate the Distribution Channel Incentive Programs to drive Client retention, geographic product distribution, achieve revenue targets and appropriate product portfolio mix;
- Leadership: Strengthen the leadership at Corporate Sales team through recruitment and retention of high caliber Corporate Sales Officers. Drive the performance of the Corporate Sales team by keeping abreast of market competition, industry practices and best practices to constantly improve on overall business performance and to ensure the department remains profitable;
- Stakeholder Management: Build and maintain strong relationships with key decision-makers and stakeholders within the Broker and Agency Distribution Channel;
- Performance Management: Lead the sales team and ensure alignment to the business goals and objectives through undertaking periodic reporting of sales performance and monitoring of the P&L. Ensure performance appraisals are undertaken in a timely manner;
- Strategic Planning: Develop and implement sales strategic plans and occasionally review them in line with the overall business plan to ensure achievement of the sales revenue budget;
- Market Share growth: Proactively seek out new markets and creatively penetrate them through offering unique product and value propositions. Defend the market share through constant engagement with the market to understand gaps and competitor activities that can be leveraged on and for competitive position of the brand respectively;
- Support Head – Retirement Benefits & Corporate Sales in developing Pension, Group Life and Annuity business proposals, quotations, policy documents & Service Level Agreement/ Administrator’s agreement & brochures;
- Formulate and ensure distribution of communication and business presentations to assigned client portfolio as shall be required from time to time i.e., Industry updates and company briefs;
- Support Head – Retirement Benefits in day today departmental administrative duties;
- Monitor sales performance metrics and KPIs, and provide regular reports to senior management on sales activities, achievements, and challenges; and
- Any other relevant duties as assigned from time to time
Academic, Professional and Technical Competencies
These are defined as:
| Proficiency Level Description | |
| Essential | E |
| Desirable | D |
Academic and Professional Requirements
| Particulars | Detail | Specific Field or Qualification | Need
Type |
| Education | Bachelor’s Degree | Bachelor’s degree in Commerce or in a related field | E |
| Professional Qualifications | Qualification in IIK or ACII | E |
Behavioral Competencies
These are defined as:
| Proficiency Level | Proficiency Definitions | ||
| Level 3
|
Intermediate
(I)
|
• Applies the competency in difficult situations.
• Requires occasional guidance. • Frequently questions the status quo and looks for new ways of doing things. • Proactively confronts challenges in job role. • Regularly applies coaching and mentoring skills to team. |
|
| Level 2
|
Basic (B) | • Applies the competency in somewhat difficult situations.
• Requires frequent guidance. • Knows when and where to refer. • Requires regular coaching and mentoring to attain required standards in job role |
|
| Level 1 | Aware (A)
|
• Applies the competency in the simplest situations.
• Requires close and extensive guidance. |
|
| Core Competencies | Proficiency Required |
| 1. Customer Focus | I |
| 2. Business Acumen | I |
| 3. Driving Innovation | I |
| 4. Driving Business Performance | I |
| 5. Negotiation and Influence | I |
| 6. Effective Communication | I |
| Leadership Competency | Proficiency Required |
| 1. Planning and organizing | I |
| 2. Accountability | I |
| 3. Quality Decision Making | I |
| 4. Building Partnerships | I |
| 5. Continuous Learning | I |
| 6. Emotional Intelligence | I |
| 7. Conflict Management | I |
| Academic, Professional and Technical Competencies Required:
Essential Knowledge/Skills and Experience Required: • Minimum of six (6) years’ relevant experience with at least 3 years of experience in intermediary relationship management. • Good analytical skills • Technical competence in insurance • Excellent communication and presentation skills • Problem solving skills • Excellent customer care skills Desirable knowledge/skills and Experience Required: • Excellent interpersonal skills • Computer literate in MS Office and other office applications • Basic knowledge of regulations by AKI and IRA |
| Special Position Requirements (Optional section: any travel, security, hazard or related special conditions which apply to the position) |
| The role holder may be required to travel to distant branches or wherever the Company has interest.
Role holder may be required to work extended working hours to ensure jobs are completed on schedule and to specification |
If you have the aforementioned professional and academic qualifications and you are ready to execute the above mandate, strictly apply through: https://cic.co.ke/career/ clearly indicating the position being applied for.
The application should reach us by close of business on 3rd April 2024. Please note only short listed candidates will be contacted. If you do not hear from us by 30th April 2024 consider your application unsuccessful.
N/B: This job advert is open to both internal and external candidates.
