JOB PURPOSE:

The Business Development Manager - Alternative Distribution Channel is responsible for building and driving growth of Individual Life business through the strategic acquisition and development of SACCOs, Microfinance Institutions (MFIs) and Aggregators. This is a start-up channel mandate: the role holder will establish and run SACCOs, MFIs and Aggregators as one combined channel, put in place the people, partnerships and processes needed for each sub-channel to scale, and build the case and structure for splitting them into independent channels as volumes and teams grow. The role carries full accountability for relationship management, partner training, sales enablement, market reach expansion and achievement of business targets, while upholding APA Life Assurance's standards of service, governance and compliance.

KEY RESPONSIBILITIES:

• Lead the design, launch and implementation of the combined Alternative Distribution channel strategy covering SACCOs, MFIs and Aggregators, with a clear roadmap for splitting the channel into standalone units as each attains critical mass.
• Select, recruit, train and retain a talented Business Development team (Sacco Assurance Executives and Aggregator Partnership support) through coaching and mentoring, building the bench strength required for the eventual channel split.
• Grow and lead the combined channel team into a high-performance, customer-centric culture in line with APA Life's strategic goals.
• Recruit, onboard and train SACCOs, MFIs and other alternative intermediaries to distribute Individual Life products, and maintain strong working relationships acting as the key liaison between Individual Life and partner institutions' management teams.
• Identify, negotiate and implement strategic SACCO/MFI partnerships, driving client acquisition, marketing, embedded-insurance opportunities and distribution.
• Identify, recruit and onboard Aggregators (comparison platforms, fintechs, telcos and other embedded-distribution partners) to distribute Individual Life products, and grow the Aggregator partner portfolio.
• Negotiate and manage Aggregator partnership agreements, commercial terms and system/API integrations to enable embedded insurance solutions within partner platforms.
• Provide product and process training to Aggregator partner teams and monitor their sales performance, resolving service or integration issues promptly.
• Prepare and present proposals on embedding insurance solutions within Aggregator platforms, and implement initiatives to grow business through Aggregator direct and reseller channels.
• Coordinate training of all distribution points (SACCOs, MFIs and Aggregators) on relevant products and channels.
• Champion quality assurance, customised partner engagement, productivity and overall sales performance across all sub-channels to drive achievement of monthly and annual production targets.
• Conduct regular performance reviews with partners (SACCOs, MFIs and Aggregators) to track progress against agreed KPIs and implement corrective actions.
• Monitor service delivery and operational turnaround times across the channel to ensure compliance with SLAs and service quality benchmarks.
• Identify and report on competitive trends, challenges and market dynamics across all sub-channels, proposing interventions to defend and grow market share.
• Support business retention through initiatives to improve policy persistency and customer satisfaction, ensuring underwriting and service standards are maintained.
• Liaise with Marketing and Communications to design targeted campaigns to drive sales across SACCOs, MFIs and Aggregator channels.
• Manage channel cost efficiencies and risk exposure to remain within agreed expense budgets.
• Collaborate closely with interfacing departments across the Group on market research, new products and processes for SACCOs, MFIs and Aggregator partners, and identify cross-selling/up-selling opportunities.
• Ensure client, SACCO, MFI and Aggregator complaints are addressed and resolved in a timely manner across the channel.
• Prepare and present weekly/monthly/quarterly/annual business reports against agreed KPIs on channel performance to management for decision-making.
• Prepare and follow up SLAs and RFPs for large networked intermediaries, Aggregators and any other related business.
• Ensure compliance with APA policies, procedures, data protection, statutory guidelines and internal control processes, and that recommended actions are diligently executed.

ACADEMIC QUALIFICATIONS

• A Bachelor's degree in Business Administration, Marketing, Insurance or a related field from a recognised institution

PROFESSIONAL QUALIFICATION

• Professional qualifications in insurance (ACII, AIIK, LOMA, COP or equivalent) required

EXPERIENCE & KNOWLEDGE REQUIRED

• At least 7-8 years' experience in Life insurance sales/business development, with a minimum of 4 years in a channel or partner management role
• Demonstrated experience managing at least two of the following: SACCOs/MFIs, Bancassurance, or Aggregator/embedded-distribution partnerships
• Proven track record leading and growing a sales team, including coaching and performance management
• Experience negotiating and managing institutional or Aggregator partnership agreements
• Understanding of embedded insurance, platform/API-based distribution or fintech partnership models is an added advantage
• Demonstrated ability to build a sales pipeline and lead business development initiatives across multiple partner types

KNOWLEDGE

• Clear underwriting process understanding, sales and intermediaries relationships including substantial knowledge of other functions within the branch
• Knowledge of legal and compliance framework and regulatory bodies

SKILLS AND ATTRIBUTES

• Self-driven leader with the ability to influence and inspire a multi-channel team
• Strong relationship-building and stakeholder engagement skills across institutional and aggregator partners
• Entrepreneurial, target-driven mindset with the ability to build a new channel from the ground up
• Commercial and financial acumen; able to interpret sales data across sub-channels and derive actionable insight
• Excellent planning, organisational and communication skills; able to manage multiple partner types concurrently
• Resilient, results-oriented, dynamic and change-oriented
• Decisive, assertive, go-getter and self-starter
• Strategic thinker with strong strategy formulation and execution skills, including planning for channel separation as it scales
• Develops and monitors change plans, ensuring they are effectively implemented
• Views issues in terms of costs, profits, markets and added value; anticipates the impact of the channel on profitability
• Appreciates the dynamic relationships between organisational structure, goals and capabilities
• High level of integrity, initiative and adaptability to dynamic, ambiguous environments
• Ability to work independently and lead a team spanning institutional and Aggregator sub-channels
• Strong relationship-building and client/partner management abilities

• Lead the design, launch and implementation of the combined Alternative Distribution channel strategy covering SACCOs, MFIs and Aggregators, with a clear roadmap for splitting the channel into standalone units as each attains critical mass.
• Select, recruit, train and retain a talented Business Development team (Sacco Assurance Executives and Aggregator Partnership support) through coaching and mentoring, building the bench strength required for the eventual channel split.
• Grow and lead the combined channel team into a high-performance, customer-centric culture in line with APA Life's strategic goals.
• Recruit, onboard and train SACCOs, MFIs and other alternative intermediaries to distribute Individual Life products, and maintain strong working relationships acting as the key liaison between Individual Life and partner institutions' management teams.
• Identify, negotiate and implement strategic SACCO/MFI partnerships, driving client acquisition, marketing, embedded-insurance opportunities and distribution.
• Identify, recruit and onboard Aggregators (comparison platforms, fintechs, telcos and other embedded-distribution partners) to distribute Individual Life products, and grow the Aggregator partner portfolio.
• Negotiate and manage Aggregator partnership agreements, commercial terms and system/API integrations to enable embedded insurance solutions within partner platforms.
• Provide product and process training to Aggregator partner teams and monitor their sales performance, resolving service or integration issues promptly.
• Prepare and present proposals on embedding insurance solutions within Aggregator platforms, and implement initiatives to grow business through Aggregator direct and reseller channels.
• Coordinate training of all distribution points (SACCOs, MFIs and Aggregators) on relevant products and channels.
• Champion quality assurance, customised partner engagement, productivity and overall sales performance across all sub-channels to drive achievement of monthly and annual production targets.
• Conduct regular performance reviews with partners (SACCOs, MFIs and Aggregators) to track progress against agreed KPIs and implement corrective actions.
• Monitor service delivery and operational turnaround times across the channel to ensure compliance with SLAs and service quality benchmarks.
• Identify and report on competitive trends, challenges and market dynamics across all sub-channels, proposing interventions to defend and grow market share.
• Support business retention through initiatives to improve policy persistency and customer satisfaction, ensuring underwriting and service standards are maintained.
• Liaise with Marketing and Communications to design targeted campaigns to drive sales across SACCOs, MFIs and Aggregator channels.
• Manage channel cost efficiencies and risk exposure to remain within agreed expense budgets.
• Collaborate closely with interfacing departments across the Group on market research, new products and processes for SACCOs, MFIs and Aggregator partners, and identify cross-selling/up-selling opportunities.
• Ensure client, SACCO, MFI and Aggregator complaints are addressed and resolved in a timely manner across the channel.
• Prepare and present weekly/monthly/quarterly/annual business reports against agreed KPIs on channel performance to management for decision-making.
• Prepare and follow up SLAs and RFPs for large networked intermediaries, Aggregators and any other related business.
• Ensure compliance with APA policies, procedures, data protection, statutory guidelines and internal control processes, and that recommended actions are diligently executed.

• Self-driven leader with the ability to influence and inspire a multi-channel team
• Strong relationship-building and stakeholder engagement skills across institutional and aggregator partners
• Entrepreneurial, target-driven mindset with the ability to build a new channel from the ground up
• Commercial and financial acumen; able to interpret sales data across sub-channels and derive actionable insight
• Excellent planning, organisational and communication skills; able to manage multiple partner types concurrently
• Resilient, results-oriented, dynamic and change-oriented
• Decisive, assertive, go-getter and self-starter
• Strategic thinker with strong strategy formulation and execution skills, including planning for channel separation as it scales
• Develops and monitors change plans, ensuring they are effectively implemented
• Views issues in terms of costs, profits, markets and added value; anticipates the impact of the channel on profitability
• Appreciates the dynamic relationships between organisational structure, goals and capabilities
• High level of integrity, initiative and adaptability to dynamic, ambiguous environments
• Ability to work independently and lead a team spanning institutional and Aggregator sub-channels
• Strong relationship-building and client/partner management abilities

• A Bachelor's degree in Business Administration, Marketing, Insurance or a related field from a recognised institution
• Professional qualifications in insurance (ACII, AIIK, LOMA, COP or equivalent) required
• At least 7-8 years' experience in Life insurance sales/business development, with a minimum of 4 years in a channel or partner management role
• Demonstrated experience managing at least two of the following: SACCOs/MFIs, Bancassurance, or Aggregator/embedded-distribution partnerships
• Proven track record leading and growing a sales team, including coaching and performance management
• Experience negotiating and managing institutional or Aggregator partnership agreements
• Understanding of embedded insurance, platform/API-based distribution or fintech partnership models is an added advantage
• Demonstrated ability to build a sales pipeline and lead business development initiatives across multiple partner types
• Clear underwriting process understanding, sales and intermediaries relationships including substantial knowledge of other functions within the branch
• Knowledge of legal and compliance framework and regulatory bodies