Group Head of Distribution

Location: Nairobi

Job Summary



The Group Head of Distribution is a shared services role for Liberty Life and Heritage Insurance, hereafter referred to as Liberty Kenya.The job holder will be responsible for developing and implementing the overall Liberty Kenya distribution strategy across all channels and products to ensure costs are controlled and revenue generation is optimized. He/ She will provide leadership for the Department and will be accountable for directing, planning, organizing and controlling all Sales & Distribution functions. The job holder will be a member of the Senior Management team (Executive Committee - EXCO)



Key Responsibilities




  • • Actively monitor customer market and competitor activity and lead in the development of sales strategies that ensure that Liberty Kenya remains competitive in the market.

  • • Develop and implement sales policies and procedures to guide the operations of the sales team in enhancing efficiency and compliance to company’s regulations.

  • • Lead the maintenance and expansion of customer base by ensuring existing customer retention and active recruitment of new customers.

  • • Define sales processes that drive desired sales outcome and identify improvements where and when required.

  • • Executes the financial and value management outcomes required in conjunction with country leadership and approves financial budgets in line with the set requirements.

  • • Create and maintain sales budget and ensure strict compliance.

  • • Proactively manage relationships for existing and potential clients

  • • Drive changes to meet the strategic business objectives of the sales & distribution by closely monitoring the execution of the channel’s strategy.

  • • Accountable for overall risk management and adherence to all governance standards as per the set statutes.

  • • Implements and monitors satisfactory audits and ensures that there are no repeat unsatisfactory findings.





  • • Develop operational plans to deliver on the strategy and closely monitor execution of the department to ensure optimal functioning.

  • • Maintain a robust network that can be used as leads to sales opportunities.

  • • Ensure proper management of customers’ expectation and contribute to a high level of customer satisfaction.

  • • Foster and maintain a good corporate image through liaison with all competitors, intermediaries and the general public and maintain high public relations.

  • • Maintain and regularly update sales pipeline and ensure regular tracking process to convert leads into sales.

  • • Conduct market research and intelligence to advice initiatives and efforts.

  • • Ensure timely availability of required resources for the sales team to achieve its target.

  • • Define the sales strategy that will drive group business and ordinary life sales which is aligned to and supports the overall Liberty Kenya strategy.

  • • Develop and coordinate sales training programs that enable maximum utilization of staff’s potential in support of the achievement Liberty Kenya sales objective.

  • • Grow income revenues from group business, general business and ordinary life business and ensure that key drivers of new business and retention rates is achieved.

  • • Identify and qualify opportunities, create target market segments, forecast projected business, and create team targets for business acquisition in line with corporate objectives.

  • • Identify gaps in client’s insurance portfolio and report the same to the various account managers as opportunities for up-selling and cross-selling and monitor the conversion rate of opportunities identified.

  • • Develop motivating sales incentives to ensure sales teams’ performance is enhanced.

  • • Execute sustainable, cost effective, impactful sales models for the various products.

  • • Ensure sales group business and ordinary life sales teams attain high level of proficiency and proper understanding of sales procedures, product, and channel knowledge



Leadership and Team Management


  • • Effectively manage internal and external relationships, forge partnerships to leverage resources that are measurable and add value for all parties.

  • • Manage and contain staff turnover within acceptable levels while developing and implementing viable succession plans.

  • • Continuously review team performance and drive performance development through learning and development initiatives.

  • • Together with the Human Resources Department recruit, interview and select leaders/senior staff members that have the right technical and personal abilities to help further the organizations mission.

  • • Coach, mentor and develop direct reports to improve overall performance.

  • • Specifies accountabilities for Management team and evaluates performance regularly steering organizational strategic direction.

  • • Supporting people initiatives that help build a fit for purpose business.

  • • Directs a culture supportive of change by engaging and employing activities that drives and supports this.

  • • Assures the implementation of all human resources policies, procedures and practices within the relevant business unit and monitors compliance with the relevant laws and regulations.

  • • Establishes a positive, healthy, and safe working environment in accordance with all legislation and regulations.





  • • Bachelor’s Degree in a business-related field, master’s degree will be an added advantage.

  • • Professional qualification in Insurance (ACII, FLMI or AIIK)





  • • At least 12 years’ experience in insurance five of which should be in a managerial position with a focus on sales and distribution.

  • • Five years’ experience in strategy formulation and execution

  • • Insurance or Financial industry experience preferably in a high performing business environment.

  • • Relationships management and people management knowledge


  • • Self-driven leader with the ability to influence and inspire teams.

  • • Resilient, results oriented, dynamic and change oriented.

  • • Good intrapersonal and interpersonal skills.

  • • Appreciates the dynamic relationships between the organisation’s structure, goals and capabilities.

  • • Ability to manage various stakeholders and respond to business dynamics.



Application Procedure


If you meet the above requirements, you are encouraged to forward your application and updated CV to [email protected] by 8th September 2023 clearly state the job title on the subject heading.

Liberty Group is an equal opportunity employer and actively encourages diversity. Please note only shortlisted candidates will be contacted.