Head Of Affluent & Private Client Advisory

Role Overview

This position leads the creation and growth of a dedicated Private Client division, focusing on high-net-worth and affluent individuals and families across East Africa. Day-to-day, the role combines strategic business development with hands-on client advisory, building a profitable portfolio through senior-level networking, bespoke insurance placement, and exceptional service delivery. Success here directly strengthens the company’s market position as a trusted risk and wealth partner for the region’s most discerning clients.

Key Responsibilities

• Develop and execute the Private Client unit’s strategy, managing the full budget, revenue pipeline, profit-and-loss targets, and agreed-upon growth milestones.
• Define tailored value propositions and service models for ultra-high-net-worth (UHNW), high-net-worth (HNW), emerging affluent, family office, diaspora, and executive client segments.
• Personally drive the acquisition of new private client portfolios by leveraging board-level relationships, private banking contacts, family office networks, and entrepreneur communities.
• Establish and nurture a structured referral ecosystem with private banks, investment advisors, law firms, tax specialists, real estate developers, luxury asset dealers, motor dealerships, and corporate executive networks.
• Coordinate bespoke risk solutions covering high-value homes, contents, fine art, jewellery, collections, prestige motor vehicles, personal liability, cyber/privacy exposures, travel and medical evacuation, kidnap and ransom, and domestic staff liabilities.
• Oversee technical placement quality, selection of insurers, policy wording, premium adequacy, reinsurance support, and endorsements to ensure robust, compliant, and defensible coverage.
• Deliver discreet, high-touch client service including claims concierge support, escalation handling, and regular portfolio reviews that maintain long-term trust.
• Enforce governance and compliance with IRA regulations, KYC, AML, sanctions screening, data protection, confidentiality agreements, conflict-of-interest controls, and reputational-risk management.
• Design the operating model, recruit and coach relationship managers, associate RMs, and support staff to embed a high-performance advisory culture.
• Maintain disciplined management information on pipeline conversion, revenue, retention, cross-sell ratios, service SLAs, claims outcomes, and partner productivity.
• Build a profitable HNW/UHNW and affluent client business targeting Kes. 100M in revenue within three years through acquisition, retention, cross-selling, and specialist placement.
• Develop a differentiated private client proposition for family offices, business owners, senior executives, emerging wealth, and priority affinity segments.

Requirements & Qualifications

• Minimum 10 years of experience in insurance broking, private banking, wealth management, bancassurance, insurer private-client operations, or a closely related financial service.
• Established network within HNW/UHNW, business-owner, private banking, professional advisor, or executive-client markets, with a strong record of relationship-led origination.
• Deep understanding of affluent client needs including wealth preservation, lifestyle asset protection, family office dynamics, and confidential high-touch relationship management.
• Working knowledge of private client general insurance, specialty lines, personal liability, cyber/privacy, marine/aviation, fine art, and high-value asset protection.
• Proven ability to originate, convert, and retain high-value relationships through senior networks and structured referral ecosystems.
• Executive presence and discretion to engage UHNW clients, CEOs, family offices, banks, and professional advisors with credibility, sound judgment, and confidentiality.
• Strong negotiation skills to tailor policy wordings, arrange insurer capacity, set pricing, negotiate service terms, and manage claims outcomes while minimising E&O exposure.
• Leadership capability to launch a new business unit while coordinating Retail, Corporate, Technical, Claims, Operations, Compliance, and Specialty teams in a matrix environment.
• Bachelor’s degree in Business, Finance, Economics, Insurance, Actuarial Science, or a related field. An MBA or other relevant postgraduate qualification is an added advantage.
• Diploma in Insurance (ACII/IIK) is required.