Sales & Strategy Manager
Responsibilities:
Revenue Generation & Business Development:
Own and deliver agreed revenue targets across corporate, SME, retail and specialist insurance segments. Identify, pursue, and close new business opportunities aligned with the firm’s risk appetite and strategic focus. Deepen existing client relationships through cross-selling, up-selling, and structured portfolio reviews. Lead major pitches and proposals Identify tender opportunities and oversee the firm’s submission for these.
Strategic Planning & Execution:
Translate the firm’s vision into actionable commercial and growth strategies. Develop and maintain a rolling strategic roadmap covering growth priorities, target sectors, and capability gaps. Coordinate strategy execution across departments, ensuring alignment between sales activity, technical capacity, resource allocation and operational delivery. Track strategy execution and report progress, risks, and deviations directly to the MD.
Market & Product Positioning:
Identify emerging market opportunities (e.g. energy transition, aviation, infrastructure, cyber, financial lines). Research and provide intel regarding how these affect our Business Outlook, product development and service delivery: Economic Outlook, Risk Management needs of different customer segments, Insurance companies, Insurance brokers Work with technical teams to structure broker-led insurance solutions and value propositions. Position the firm competitively in the market through differentiated advisory, sector focus, and relationship depth. Build strategic partnerships with insurers, reinsurers, and specialist service providers.
Client & Stakeholder Engagement:
Serve as a senior commercial interface with key clients and strategic partners. Represent the firm in high-level negotiations, industry engagements, and select advocacy forums. Support the MD in managing strategic relationships and alliance opportunities. Identify and leverage opportunities that raise awareness about the firm and the industry.
Team Development & Capability Building:
Build, lead, and scale the firm’s sales and strategy segments. Define performance expectations, Key Performance Indicators (KPIs), and accountability frameworks for team members. Mentor junior staff and instil a disciplined, data-driven commercial culture.
Governance & Discipline:
Ensure all sales and strategy activities are conducted in compliance with regulatory, ethical, and internal governance standards. Avoid revenue pursuits that expose the firm to undue operational, reputational, or regulatory risk. Work closely with Compliance and Technical teams to ensure that deals are executable and sustainable.
Requirements:
Bachelor’s degree from a reputable university; an MBA or professional insurance qualification is an advantage. Minimum of 8 years’ experience in insurance broking, financial services, or a related commercial role. Demonstrated success in revenue generation and strategic execution. Strong understanding of insurance products, broker value chains, and the Nigerian insurance market.
Key Performance Indicators (KPIs):
Achievement of annual and quarterly revenue targets. Growth in new clients and retained premium volume. Revenue diversification across products and sectors. Delivery of defined strategic initiatives within agreed timelines. Measurable progress against strategic roadmap milestones. Quality and consistency of strategy reporting to MD. Successful entry into targeted sectors or client segments. Development and launch of broker-led solutions or propositions. Client retention rates. Growth in wallet share across key accounts. Successful hiring and onboarding of sales/strategy resources (where applicable). Performance improvement and productivity of supervised staff. Leads sales strategy and execution within MD-approved parameters Recommends strategic initiatives, partnerships, and market entry decisions. No unilateral authority to bind the firm to risk without internal approvals.\ Escalates material strategic or commercial risks to the MD.