KEY PRIMARY 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.
• 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

JOB SKILLS AND REQUIREMENTS

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.

PROFESSIONAL QUALIFICATIONS

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

EXPERIENCE

• 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