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 & 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 & 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 & Competencies

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

• 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
• 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
• 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
• 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
• 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
• 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

• 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
• 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

• 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