Sales Manager – Alternative Channels

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 5-10 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