Faulu MFB – Bancassurance Business Development Officer at Old Mutual Kenya

JOB SUMMARY

The Bancassurance Business Development Officer is responsible for driving growth of the Bancassurance portfolio through sales, customer acquisition, cross-selling, and relationship management across Faulu’s branch network. The role focuses on increasing insurance penetration, growing premium income, supporting branch teams, and delivering customer-focused insurance solutions in line with Faulu’s strategic objectives.

KEY TASKS AND RESPONSIBILITIES

KEY MEASURABLE GOALS

• Achievement of premium income targets
• Number of new and renewed policies sold
• Lead conversion rates
• Portfolio growth and customer retention
• Branch staff engagement and training sessions conducted
• Customer satisfaction levels
• Timely and accurate reporting
• Compliance adherence

KEY RESPONSIBILITIES

Business Development & Sales Growth

• Drive growth of both life and general insurance business across assigned branches and customer segments.
• Develop and execute business development strategies aimed at increasing insurance uptake, portfolio growth, and revenue generation.
• Identify, prospect, and convert new business opportunities from existing customers, referrals, walk-ins, and bank-generated leads.
• Actively cross-sell insurance products alongside banking products to deepen customer relationships and improve wallet share.
• Achieve agreed monthly, quarterly, and annual premium income, policy issuance, and renewal targets.
• Participate in sales campaigns, branch activations, customer engagement forums, and marketing initiatives to create awareness and generate leads.
• Build and maintain a healthy sales pipeline to ensure continuous business growth and portfolio sustainability.

Relationship Management & Customer Experience

• Serve as the primary liaison between customers, branch teams, and insurance underwriters to ensure seamless service delivery.
• Build strong working relationships with Branch Managers, Relationship Officers, and frontline staff to promote a high-performance sales and referral culture.
• Provide professional advisory services to customers on suitable insurance solutions based on their financial and risk management needs.
• Ensure timely resolution of customer inquiries, complaints, claims follow-ups, and policy servicing matters to enhance customer satisfaction and retention.
• Manage and nurture key client relationships to encourage repeat business, renewals, and long-term customer loyalty.

Operational Excellence & Compliance

• Ensure accurate and timely processing of insurance applications, renewals, endorsements, claims documentation, and policy issuance.
• Maintain accurate customer and policy records within the Bancassurance Management System and other reporting platforms.
• Prepare and submit periodic sales performance reports, pipeline reports, and portfolio analysis to management.
• Ensure strict adherence to Insurance Regulatory Authority (IRA) guidelines, Central Bank of Kenya (CBK) regulations, and internal policies and procedures.
• Support audit, risk, and compliance reviews by ensuring proper documentation and process adherence.

Training, Coaching & Branch Capacity Building

• Conduct regular training and sensitization sessions for branch staff on insurance products, sales techniques, compliance requirements, and customer engagement approaches.
• Support branch teams through joint sales calls, customer visits, and practical coaching to strengthen insurance sales capabilities.
• Promote product knowledge and awareness to improve staff confidence and referral conversion rates.
• Collaborate with branch leadership to embed a strong Bancassurance sales culture within the branch network.

Product Development & Market Intelligence

• Gather and analyze market intelligence on customer needs, competitor activities, emerging trends, and industry developments.
• Provide feedback and recommendations on product enhancement, pricing, customer experience, and market opportunities.
• Collaborate with insurance partners and internal stakeholders in the design, rollout, and promotion of new insurance products and solutions.
• Monitor product performance and customer uptake to inform strategic decision-making and portfolio optimization.

SKILLS, KNOWLEDGE & COMPETENCIES ​

• Strong interpersonal and communication skills
• Proven ability to meet and exceed sales targets
• Customer-centric with high integrity and attention to detail
• Analytical with good understanding of risk and insurance underwriting
• Self-driven, organized, and a team player
• Proficiency in MS Office and insurance CRM systems

QUALIFICATIONS & EXPERIENCE

• Bachelor’s degree in business, Insurance, Marketing, or related field.
• Diploma in Insurance (AIIK/ACII) or progress toward certification.
• Minimum 2–3 years of experience in a sales role within insurance or financial services, preferably in Bancassurance.
• Sound knowledge of general and life insurance products.
• Experience in managing relationships with underwriters and brokers is an added advantage.