Job Title:
Senior Broker – Business Development
Reports to:
Head of Business Development / Sales Manager
Direct Reports:
None
Location:
Nairobi, Kenya
COMPANY INFORMATION
Our client is a leading insurance brokerage and risk advisory firm providing comprehensive insurance, employee benefits, healthcare, investment and risk management solutions to corporate and individual clients. The organisation is committed to delivering innovative, client-focused solutions that create long-term value while maintaining the highest standards of professionalism, compliance and service excellence.
ROLE PURPOSE
The Senior Broker – Business Development is responsible for driving sustainable business growth by acquiring new clients, expanding existing client relationships and increasing revenue across the organisation's portfolio of insurance and risk management solutions. The role develops strategic client relationships, identifies new market opportunities and delivers consultative solutions that meet clients' risk management and insurance needs while achieving business development and retention targets.
DUTIES AND RESPONSIBILITIES
Identify, prospect, and convert new business opportunities to achieve agreed monthly and annual revenue targets.
Build and maintain a healthy sales pipeline with qualified prospects across all stages of the sales cycle.
Develop and implement targeted business development and sales strategies for priority market segments.
Generate leads through networking, referrals, industry events, and other business development initiatives.
Prepare and deliver compelling client presentations and solution proposals.
Negotiate competitive insurance solutions, pricing, and terms with insurers to secure profitable business.
Drive cross-selling and up-selling opportunities across the organisation's portfolio of products and services.
Conducting clients needs assessments to identify insurance and risk management requirements.
Develop tailored insurance solutions aligned to client risks, objectives, and budgets.
Build and maintain strong long-term relationships with clients to increase retention and loyalty.
Manage policy renewals proactively to maximise retention and minimise lapses.
Serve as the primary point of contact for assigned clients while delivering exceptional customer service.
Resolve client queries promptly and maintain high standards of client satisfaction.
Monitor market trends, competitor activities, and emerging opportunities within the insurance industry.
Provide market intelligence to support product development and pricing strategies.
Support the development of marketing campaigns, promotional initiatives, and client engagement activities.
Contribute to the expansion of distribution channels and strategic partnerships.
Promote the organisation's full range of insurance and advisory solutions within target markets.
Prepare accurate weekly and monthly sales, production, pipeline, and retention reports.
Maintain complete and accurate client and prospect information within the CRM system.
Ensure all business development activities comply with the Insurance Act, IRA regulations, and internal company policies.
Maintain professional standards, confidentiality, and ethical business practices.
MEASURABLE OUTCOME
Achievement of agreed monthly and annual revenue targets.
Growth in new client acquisition and business portfolio.
Improved sales pipeline conversion rates.
Increased cross-selling and up-selling performance.
High client retention and renewal rates.
Timely and accurate sales, pipeline, and production reporting.
Full compliance with regulatory and internal governance requirements.
KEY COMPETENCIES
Commercial Acumen
Relationship Management
Negotiation & Influencing
Client Centricity
Stakeholder Influence
Execution Excellence
QUALIFICATIONS & EXPERIENCE
Bachelor's Degree in Business Administration, Marketing, Insurance, Finance, or a related field.
Diploma in Insurance (AIIK) or ACII qualification.
IRA Certificate of Proficiency will be an added advantage.
Minimum of five (5) years' experience in business development, corporate sales, or insurance brokerage.
Demonstrated success in achieving sales and revenue growth targets within the insurance industry.
Experience managing corporate client relationships and delivering consultative insurance solutions.
Strong experience in business development, negotiations, and portfolio management.
Sound knowledge of insurance products, risk management principles, and industry regulations.
Proficiency in CRM systems and Microsoft Office Suite.
Strong sales forecasting, pipeline management, and reporting capability.
Knowledge of the Insurance Act, IRA regulations, and insurance market practices.
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