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.