Business Development Manager-Broker Channel

Role Overview

This position owns the growth agenda for the company's corporate market segment, working almost entirely through insurance brokers rather than direct client acquisition. Day to day, the job holder moves between broker offices, internal underwriting and pricing teams, and senior management — negotiating deals, protecting renewals, and making sure quotes reach partners fast enough to win the business. The role matters because the broker channel is where the employer's corporate revenue is concentrated: how well these relationships are recruited, trained, and serviced directly determines whether premium income grows or plateaus.

Key Responsibilities

• Contribute to the design of the corporate sales strategy and then own its execution, translating growth targets into concrete broker-level plans and activity.
• Prospect for and onboard new broker partners, assessing the quality and fit of the business they bring against the company's underwriting and profitability standards.
• Negotiate and close corporate deals, structuring terms so that volume growth does not come at the expense of portfolio quality.
• Act as the primary relationship owner for a defined book of strategic corporate accounts, driving renewals, upsell, and cross-sell across multiple product lines.
• Prepare accurate, competitive quotations across all product lines and ensure brokers and prospective clients receive them within the timelines that keep deals alive.
• Run ongoing product and technical training sessions for broker staff so that clients receive correct advice, misrepresentation risk is reduced, and partners can sell confidently.
• Track competitor pricing, product changes, and market movements on key accounts, and feed that intelligence back into pricing and strategy decisions.
• Build working relationships across underwriting, claims, marketing, and other management teams to remove friction from the sales process and protect revenue opportunities.

Requirements & Qualifications

• Bachelor's degree in Insurance, Marketing, or a related business discipline.
• Diploma-level insurance qualification (ACII or AIIK).
• Current membership of the Chartered Insurance Institute (CII) or the Insurance Institute of Kenya (IIK).
• At least ten years in the insurance industry, including a minimum of three years in a supervisory or team-leading capacity.
• Demonstrated sales and marketing capability in a broker-intermediated environment, with a track record of winning and retaining corporate accounts.
• Solid grounding in insurance operations and concepts, including underwriting processes and procedures, product structures, and regulatory requirements.
• Stakeholder management and networking skills strong enough to hold relationships with senior broker principals and internal decision-makers simultaneously.
• Commercial and entrepreneurial judgment — able to spot opportunities, decide quickly, and take action rather than wait for direction.
• Well-developed planning and organising ability, with the persuasion, presentation, and communication skills needed to influence outcomes in negotiation settings.
• Adaptability in the face of shifting market conditions and changing internal priorities, and the interpersonal skill to work productively across teams.