Head of Alternative Channels at Liberty Life

Key Responsibilities

• Design and implement a comprehensive multi-year growth strategy for alternative channels, identifying new partnership opportunities and market trends.
• Source, negotiate, onboard, and manage relationships with key partners across various sectors (e.g., retail, telecom, online brokers, affinity groups) to deliver the sales strategy to support the achievement of the agreed life and pensions sales targets.
• Establish relationships with both the potential and existing customers to support retention as well as the opportunity to cross sell.
• Develop partner management policies to guide Liberty Life’s procedure in managing partner sales in line with set rules and regulations.
• Handle compliance reporting issues to ensure that business is carried out in line with statutory and regulatory requirements
• Establish KPIs and a robust performance management framework to track the success of each partnership and implement corrective actions as needed, to aid in achievement of set targets.
• Supervise, train, mentor and coach staff.
• Develop and deliver training programs for partner staff to ensure they are knowledgeable, motivated, and compliant when selling our products.
• Be accountable for the channel's P&L, driving premium income, policy count, and market share through these partnerships.
• Grow the alternate channel revenue as per the set targets and manage expenses within approved budget.
• Review sales targets acquired from the Group Head of Sales and Distribution and develop targets for various product lines to be met through the alternate channels.
• Own the performance and profitability of the alternate channel by monitoring productivity and profitability against set targets.
• Ensure that quality incentive schemes that help to drive the achievement of the alternate channel goals are developed and implemented.
• Prepare reports to management on performance of agency sales to ensure appropriate recommendations are given in order to enhance the achievement of targets and operational flexibility.
• Collaborate with the Product and actuarial teams to develop and tailor simple, compelling life insurance products that fit the partner's customer base, sales process and adapted to the changing needs of consumers.
• Participate in the development and pricing of new products and services to ensure the availability of products and services that resonate with clients
• Work closely with Marketing, Legal, Compliance, IT, and Operations to ensure seamless integration and support for all partner initiatives.
• Provide feedback to the underwriting and claims management team on the quality of service provided to ensure appropriate gaps are filled to retain customers.
• Analyze competitor activity to understand opportunities and address inefficiencies within Liberty Life.
• Analyze sales performance trend and lessons learnt to input into next planning cycle.
• Implement innovative findings emanating from the research and business excellence function in order to position Liberty’s offering and pricing as superior in the market.
• Ensure service delivery meets SLA requirements.
• Ensure continuous compliance of partners to changes in the regulatory environment.
• Provide support to the various partnerships in closing complex sales deals to assist the achievement of sales targets.
• Identify and implement strategies to enhance the existing relationships both internal and external to leverage them for sales.
• Initiate, grow and maintain a robust network that will generate a pipeline of opportunity for business development.
• Monitor compliance of the partnerships with Liberty’s standards on operational excellence and compliance with policies and guidelines.
• Determine optimal partnership numbers and recruitment targets to be recruited by partnership leaders.
• Ensure retention of partners.

Qualifications

• Bachelor’s degree in Insurance, Marketing or other business-related discipline required
• MBA is an added advantage.
• Professional qualification in Insurance (ACII, FLMI or AIIK).
• Professional Member to CII or IIK

Experience

• Minimum of 10-12 years of experience in life insurance distribution, with at least 5 years in a leadership role focused on retail life and pensions sales, alternative channels, partnerships, or corporate agency.