GENERAL MANAGER – DISTRIBUTION

JOB DESCRIPTION: GENERAL MANAGER – DISTRIBUTION

• • Job Title: General Manager – Distribution

• • Reports To: Managing Director

• • Direct Oversight: All General Insurance Sales Channels (Broker, Direct, Bancassurance, Agency, Regional Sales, Alternative Distribution, and Strategic Partnerships)

• • Job Grade: A (Member of EXCO)

JOB PURPOSE

Provide strategic leadership for all General Insurance sales and distribution channels, including Broker, Direct, Bancassurance, Agency, Regional Sales, Alternative Distribution, and Strategic Partnerships, with overall accountability for sustainable revenue growth, market expansion, and profitability.

KEY ACCOUNTABILITIES

1. Enterprise Sales & Growth Leadership

• • Provide end-to-end leadership for all GI sales channels, including Corporate & Commercial, Individual, Broker & Intermediated Business, Branch, Affinity Schemes & Strategic Partnerships.

• • Own and achieve annual and monthly premium targets for new business acquisition and renewal of existing businesses.

• • Drive balanced growth across volume, margin, and risk quality in collaboration with Underwriting and Finance.

2. Sales Strategy & Channel Effectiveness

• • Design and execute a clear GI sales and distribution strategy, aligned to the company's broader business objectives.

• • Define channel roles, value propositions, performance expectations, and resourcing models.

• • Continuously assess channel productivity and reallocate focus, investment, and effort to high-impact opportunities.

• • Champion cross-selling, up-selling, and portfolio deepening across products and customer segments.

3. Market Intelligence & Business Development

• • Lead structured market intelligence gathering on competitors, pricing trends, distribution models, and customer needs.

• • Identify, evaluate, and pursue new growth opportunities including new customer segments, emerging risks, and strategic alliances.

• • Translate insights into actionable sales initiatives and propositions.

4. Broker, Partner & Key Account Management

• • Serve as the executive owner of key broker, affinity, and strategic partner relationships.

• • Ensure effective governance of broker mandates, Select Broker Models, and partnership agreements.

• • Oversee portfolio performance, claims experience, service delivery, and compliance with agreed standards.

• • Lead high-level engagements with partners to drive mutual growth, sustainability, and long-term value.

5. Financial Planning & Performance Management

• • Formulate and manage sales budgets, forecasts, and activity plans for all GI sales channels.

• • Track monthly performance against targets, analyse variances, and implement corrective actions.

• • Ensure accurate, timely, and insightful sales and portfolio reporting for Executive Management.

• • Partner with Finance to ensure revenue quality, cost discipline, and profitable growth.

6. Cross-Functional Leadership & Execution

• • Work closely with Underwriting, Claims, Operations, Finance, Marketing, and IT to improve turnaround times and service delivery.

• • Strengthen risk selection and portfolio quality and enhance customer and intermediary experience.

• • Convert strategy into clear execution plans, milestones, and KPIs across sales teams.

• • Drive disciplined execution, accountability, and performance rhythm.

7. Leadership, Culture & Change Management

• • Lead, coach, and develop senior sales leaders and regional heads.

• • Build a high-performance, ethical, and customer-centric sales culture.

• • Drive change initiatives across the sales organisation including structure, processes, tools, and capability uplift.

• • Act as a role model for values, integrity, and professionalism.

8. Governance, Risk & Compliance

• • Ensure adherence to regulatory, compliance, and internal governance requirements across all sales activities.

• • Uphold strong controls over customer engagements, intermediated business, and portfolio management.

• • Maintain sound understanding of insurance regulations, market conduct, and compliance obligations.

9. Data-Driven Decision Making

• • Champion the use of data, insights, and predictive analytics in all growth initiatives.

• • Embed customer insights into strategy, product development, and engagement models.

• • Explore alternative channels including embedded insurance, ecosystem partnerships, and digital platforms.

REQUIRED QUALIFICATIONS

• • Bachelor's degree in Marketing, Insurance, Business Administration, or a related field.

• • Relevant professional qualification in Marketing, Insurance, Sales, Relationship Management, or a related discipline.

• • Postgraduate qualification (MBA or equivalent) is an advantage.

REQUIRED EXPERIENCE

• • Minimum of 12–15 years' experience in sales leadership, business development, or general management within the financial services industry.

• • Demonstrated success in leading multi-channel sales organisations and delivering sustainable business growth.

• • Strong strategic, commercial, financial, and stakeholder management capabilities.

REQUIRED KNOWLEDGE AND SKILLS

• • Enterprise sales leadership

• • Strategic thinking and execution discipline

• • Commercial and financial acumen

• • Strong predictive analytics and numeric data capability

• • Relationship management and negotiation

• • Change leadership and people development

• • Market insight and opportunity identification

• • Governance, risk awareness, and ethical judgement

• • High personal integrity and confidentiality