B2b Sales Manager

Job Purpose

The B2B Sales Manager leads the acquisition, negotiation, and onboarding of corporate and institutional clients onto the B-Care product, and provides day-to-day guidance to junior members of the B2B sales team. The role is accountable for building a healthy pipeline of employer, association and SME accounts, converting them into active B-Care partnerships, and ensuring the commercial relationship is set up for long-term persistency in line with BIMA Ghana's service obligations.

Key Responsibilities

Corporate Business Development

• Identify, prospect and qualify corporate, association, cooperative and SME opportunities for B-Care across target sectors and regions.
• Lead end-to-end sales cycles: initial engagement, needs assessment, proposal development, pricing coordination, negotiation and contract close.

• Build and manage a robust pipeline of B2B opportunities, maintaining accurate forecasts and conversion tracking in the CRM.
• Represent BIMA Ghana at corporate engagements, trade fairs, chamber of commerce events and industry forums to generate leads.

Account & Team Leadership

• Act as senior point of contact for key corporate accounts, managing renewals, upsell and cross-sell of B-Care to existing clients.
• Coach, mentor and support B2B Sales Associates on prospecting techniques, proposal quality and deal negotiation.

• Coordinate with the B2B Sales Support & Relationship Officer to ensure smooth handover of signed accounts into onboarding and servicing.
• Set up territories and sector priorities, and report on pipeline performance.

Qualifications & Experience

• Bachelor's degree in Business Administration, Marketing, Insurance, Actuarial Science or a related field.
• Minimum of 5-7 years' sales experience, with at least 3 years in B2B/corporate sales, insurance, financial services or a related industry.

• Demonstrated track record of closing corporate or institutional accounts and managing a sales pipeline against targets.
• Prior experience in insurance or banking B2B sales is a strong advantage.

Skills & Competencies

• Strong consultative selling and negotiation skills, with the ability to engage HR, finance and procurement decision-makers.
• Excellent relationship management and stakeholder engagement across corporate, association and underwriter contacts.

• Confident public speaking and presentation ability for pitches and corporate events.
• Working knowledge of group/corporate insurance structures, enrolment processes and basic underwriting concepts.

• Proficiency with CRM tools and MS Office (Excel, PowerPoint) for pipeline and reporting purposes.
• Ability to lead by example and coach junior sales talent.

• High personal integrity and comfort operating within a regulated financial services environment.

Key Performance Indicators (KPIs)

• Number of new corporate/institutional accounts signed onto B-Care per month.
• Value and volume of premium generated from B2B channel.

• Corporate account renewal and persistency rate.
• Pipeline conversion rate and forecast accuracy.

• Team coaching outcomes (associate quota attainment, proposal quality).
• Attendance and engagement at assigned local business/community events.

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