Head of Partnerships, Sales & Distribution

PURPOSE:

Reporting to the Managing Director, Microinsurance, the role holder will provide strategic leadership in driving CIC Microinsurance’s market expansion through development and execution of partnership strategies, channel innovation, and sales excellence. The role will be accountable for revenue growth, partner ecosystem development, and expanding insurance access to underserved populations through inclusive distribution models 

PRIMARY RESPONSIBILITIES:

Strategy and Planning

• Lead the formulation and execution of CIC Microinsurance distribution and partnerships strategy.
• Set ambitious but achievable sales and growth targets aligned to the strategic plan.
• Develop geographic expansion and channel rollout roadmaps.

Partnership Development

• Identify, engage and onboard strategic partners (Co-operatives, Banks, MFIs, fintech’s Educational institutions, Religious institutions, Self-help groups, aggregators).
• Negotiate and manage MoUs and contracts with partner institutions.
• Conduct regular reviews with key partners to ensure mutual value creation.

Sales & Distribution Management

• Oversee zonal sales operations and field force productivity.
• Implement sales performance management systems including KPIs, incentives, and reporting tools.
• Guide recruitment, training, and development of the sales team.
• Expand hybrid distribution models including digital, agency, cooperative, and embedded insurance.

Channel Innovation & Expansion

• Monitor and optimize channel performance and cost-effectiveness.
• Collaborate with Business Excellence function and Product teams to deploy tech-enabled delivery.
• Feed market intelligence into product development and customer service design.

Market & Product Support

• Support pilots and product launch through partner and field force mobilization.
• Champion customer-centric delivery models to improve uptake and retention.

Monitoring, Evaluation & Compliance

• Provide weekly and monthly reports on distribution performance, partner impact, and risk areas.
• Ensure compliance with insurance regulations, anti-fraud protocols, and contractual terms.
• Maintain proper documentation and audit trail of partnership activities.

Key Skills, Knowledge, Experience and Behavioural Competencies
Academic and Professional Requirements

• Education   Bachelor’s Degree in Business Administration, Marketing, Insurance, Economics, or related field.
• Master’s Degree or Executive MBA is an added advantage.
• Professional Qualification    Professional insurance certification (AIIK, ALMI, ACII or equivalent) preferred.

 Experience Required:

 Description    Required years of experience

• Relevant Experience    A minimum of 10 years’ experience in sales, partnerships, or distribution roles, with at least 5 years in a senior leadership position