Reports to

Chief Executive Officer

Direct Reports

Business Development Officers

Functional Relationships

General Manager, Board of Directors, Board Committees, Heads of Departments, Executive Office staff, Strategic Partners and External Stakeholders

Location

Nairobi, Kenya

COMPANY INFORMATION

Our client is a reputable and established insurance company in Kenya, committed to delivering innovative, reliable and customer-focused insurance solutions. The company places strong emphasis on sustainable business growth, financial performance, regulatory compliance and operational excellence, supported by a leadership team focused on strengthening its market position and expanding its Life Insurance Business portfolio.

ROLE PURPOSE

The Head of Sales – Life Insurance Business will provide strategic leadership and drive measurable growth, profitability and market penetration of the Life Insurance portfolio. The role carries direct accountability for achieving agreed annual and monthly sales production targets, growing revenue and market share, expanding distribution channels, and delivering the approved departmental budget. The incumbent will lead the development and execution of business plans, monitor sales performance against targets, improve team and intermediary productivity, secure strategic partnerships and ensure operational efficiency and full regulatory compliance across the Life Business.

DUTIES AND RESPONSIBILITIES

Sales & Business Growth

• Drive growth in life insurance sales and market share, with direct accountability for new business production targets.
• Develop and execute a distribution strategy to grow and diversify channels (agency, bancassurance, brokers, direct sales, digital), including recruiting and onboarding new intermediaries.
• Identify new business opportunities, market segments and partnerships to accelerate growth.
• Set, cascade and monitor weekly and monthly sales and performance targets
• Personally engage key clients, brokers and corporate accounts to close high-value business and strengthen relationships.

Strategy & Planning

• Participate in formulating company policy and strategy to meet business and profitability growth objectives for the Life Business portfolio.
• Develop and implement an annual business plan, in liaison with the CEO, identifying key growth areas and financial improvement opportunities.
• Translate strategic plans into operational targets and actionable plans for the department.

Financial & Performance Management

• Prepare and control the life department budget in liaison with the CEO/Principal Officer.
• Monitor execution of business plans against production budgets, analyzing costs, operations and forecast data to track progress.
• Ensure financial and sales targets are clearly communicated and understood across the team.
• Prepare periodic performance and production reports for management and Board review.

Team Leadership

• Build, lead and motivate a results-driven life sales and operations team.
• Work with the Head of HR to recruit, train, appraise and manage staff fairly and consistently, with a strong focus on sales capability and performance culture.
• Coach branch teams and intermediaries to improve productivity and conversion rates.

Operations & Governance

• Coordinate and monitor the day-to-day running of the Life department, ensuring efficient systems and processes.
• Plan and implement procedures to maximize operating efficiency within the department.
• Ensure compliance with regulatory requirements (IRA) and internal policies across all branches and channels.
• Maintain and enhance the company's corporate image through engagement with intermediaries, industry players and the public.

MEASURABLE OUTCOME

• Sales Growth & Production: Monthly and annual production, revenue, profitability and market share targets achieved.
• Distribution Channel Development: Agency, bancassurance, broker, direct sales and digital channels expanded, with agreed targets for new intermediary recruitment, onboarding, activation and productivity achieved.
• Revenue & Profitability: Life Business revenue and profitability targets achieved, with effective monitoring of production costs, operating expenses, portfolio performance and budget utilisation.
• Financial & Performance Reporting: Accurate weekly, monthly and quarterly sales, production, budget and profitability reports submitted within agreed timelines, providing actionable insights for management and Board decision-making.
• Team Leadership & Productivity: Sales and operations teams effectively recruited, developed and managed, with performance targets cascaded, regular coaching conducted and individual and team productivity monitored against agreed KPIs.
• Regulatory Compliance & Risk Management: Efficient departmental operations maintained, with adherence to IRA regulations and internal policies.

QUALIFICATIONS, EXPERIENCE & ATTRIBUTES

• Bachelor's degree in a business-related field in Marketing, Business, Insurance, or a related field
• A master's degree or MBA is an added advantage.
• Professional insurance qualification (CII, ACII, or AIIK) preferred.
• Minimum 8-10 years’ sales experience, including at least 8 years in direct sales management.
• Experience in insurance or financial services is highly desirable
• Proven leadership skills
• Excellent organizational and time management skills
• Extensive experience in operations management

KEY COMPETENCIES

• Strategic Thinking & Business Acumen
• Sales & Business Development Orientation
• Effective Communication & Influencing
• Client Relationship Management
• Leadership & People Management
• Results Orientation & Accountability

• Drive growth in life insurance sales and market share, with direct accountability for new business production targets.
• Develop and execute a distribution strategy to grow and diversify channels (agency, bancassurance, brokers, direct sales, digital), including recruiting and onboarding new intermediaries.
• Identify new business opportunities, market segments and partnerships to accelerate growth.
• Set, cascade and monitor weekly and monthly sales and performance targets
• Personally engage key clients, brokers and corporate accounts to close high-value business and strengthen relationships.
• Participate in formulating company policy and strategy to meet business and profitability growth objectives for the Life Business portfolio.
• Develop and implement an annual business plan, in liaison with the CEO, identifying key growth areas and financial improvement opportunities.
• Translate strategic plans into operational targets and actionable plans for the department.
• Prepare and control the life department budget in liaison with the CEO/Principal Officer.
• Monitor execution of business plans against production budgets, analyzing costs, operations and forecast data to track progress.
• Ensure financial and sales targets are clearly communicated and understood across the team.
• Prepare periodic performance and production reports for management and Board review.
• Build, lead and motivate a results-driven life sales and operations team.
• Work with the Head of HR to recruit, train, appraise and manage staff fairly and consistently, with a strong focus on sales capability and performance culture.
• Coach branch teams and intermediaries to improve productivity and conversion rates.
• Coordinate and monitor the day-to-day running of the Life department, ensuring efficient systems and processes.
• Plan and implement procedures to maximize operating efficiency within the department.
• Ensure compliance with regulatory requirements (IRA) and internal policies across all branches and channels.
• Maintain and enhance the company's corporate image through engagement with intermediaries, industry players and the public.

• Strategic Thinking & Business Acumen
• Sales & Business Development Orientation
• Effective Communication & Influencing
• Client Relationship Management
• Leadership & People Management
• Results Orientation & Accountability
• Excellent organizational and time management skills
• Extensive experience in operations management

• Bachelor's degree in a business-related field in Marketing, Business, Insurance, or a related field
• A master's degree or MBA is an added advantage.
• Professional insurance qualification (CII, ACII, or AIIK) preferred.