Jubilee Insurance – Relationship Manager, Institutions.

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Job Ref. No. JFSL007

Position:  Relationship Manager, Institutions

Jubilee Insurance was established in August 1937, as the first locally incorporated Insurance Company based in Mombasa. Jubilee Insurance has spread its sphere of influence throughout the region to become the largest Composite insurer in East Africa, handling Life, Pensions, General and Medical Insurance. Today, Jubilee is the number one insurer in East Africa with over 450,000 clients. Jubilee Insurance has a network of offices in Kenya, Uganda, Tanzania, Burundi and Mauritius. It is the only ISO certified insurance group listed on the three East Africa stock exchanges – The Nairobi Securities Exchange (NSE), Dar es Salaam Stock Exchange and Uganda Securities Exchange. Its regional offices are highly rated on leadership, quality and risk management and have been awarded an AA-in Kenya and Uganda, and an A+ in Tanzania. For more information, visit www.JubileeInsurance.com

We currently have an exciting career opportunity for a Relationship Manager, Institutions within Jubilee Financial Services Limited. The position holder will report to the Head of Business Development and will be based at Head Office in Nairobi.

Role Purpose

This is a strategic leader role responsible for shaping the market strategy and the overall management of sales activities around financial institutions. Working with other business unit leaders, this role will also contribute to the development of a robust product strategy for the institutional business and the Financial Advisors and customer experience.

The role holder will be responsible for creating and execute innovative strategies to drive sales of investment products to the institutional market and High Net Worth Individuals (HNWI) and deliver on the target growth in revenues and profitability for the institutional business.

Main Responsibilities

Sales Strategy

  •  Craft the solutions value proposition for the institutional market by product and customer segment.
  • Partner with the Head of Department to create the product strategy, including pricing strategies, features, priorities, etc for the institutional and HNWI market segments.
  • Lead, design, and own the unit’s sales strategy and its impact to revenue generation, earnings, and profitability.
  • Work with our Investment Portfolio Managers and Financial Advisors to define prospect targets, understand pricing structures and outline current product structures for different customer types.
  • Formulate reward & recognition strategies for partners of various distribution channels.
  • Identifying and developing new business relationships with target institutions to achieve set targets by offering the full range of investment products and services tailor made for the institutions.
  • Play a senior role in managing client relationships and negotiating and closing sales with the largest and/or most important clients and prospects.
  • Actively participating in the development, implementation and execution of strategic marketing plans including forecasting, market research, and development of market literature, sales tools, and promotional programs in support of the Institutional business strategy.
  • Leading the development of customer segment strategies for the Institutional and HNWI markets that defines value proposition, service levels and production offerings.
  • Preparing proposals, budgets and implementing in line with the approved strategy.
  • Developing and implementing market segmentation plans in conjunction with the Head of Business Development.
  • Maximize customer retention and referrals through deployment of account management strategies and ensure delivery of consistent customer experience.
  • Drive development of creative marketing programs to expand customer base and increase market share.
  • Strengthen relationships with large corporate clients through social and business networking.
  • Ensure proper management of accurate, quality, and timely business reports from Distribution Channels and use these to compile channel reports for review by the Heads of Department

People Management

  •  Attract, train, mentor and lead a highly motivated, energetic, and high achieving sales team.
  • Guide teams and individuals toward achieving results by providing them with clear direction, objectives, honest feedback, and recognition for results.
  • Oversee training of sales team on work procedures and Company policies to ensure effective client service.
  • Appraise sales team in the department on job performance and handle any performance issues that may arise.
  • Continuous development of personal skill set by participating in in-house learning programs (including e-learning), industry related courses and seminars as deemed necessary to expand product and system knowledge.
  • Understand and actively support and advocate Jubilee’s mission, vision, and core values.
  • Set the standards for individual performance, metrics, and goals to contribute to the overall success of the department.

Functional Skills

  1. Strong business acumen
  2. in-depth product and broad investment knowledge
  3. Strong Leadership skills
  4. High Levels of Customer Centricity
  5. Strong Communication Skills.
  6. Strong Negotiation Skills
  7. Problem solving skills.
  8. Industry Knowledge – well versed with product knowledge and industry trends.

Key Competencies

  1. Visionary Leadership
  2. Entrepreneurial Spirit
  3. Market Awareness
  4. Customer Focus
  5. Continuous Innovation
  6. Ownership & Commitment
  7. Team Spirit


  1. Minimum academic qualification is a university undergraduate Degree in a business-related field.
  2. Master’s Degree in Marketing, Business Administration or a Sales related role is desirable.
  3. Professional Qualification in Marketing or Sales is an added advantage.

Relevant Experience

Minimum of 6 years of experience in the distribution of investment products and services in the Institutional Market with an in- depth knowledge of the institutional and HNWI markets.

Minimum of 2 years’ experience in a managerial position in business development or sales to the institutional market.

If you are qualified and seeking an exciting new challenge, please apply via Recruitment@jubileekenya.com quoting the Job Reference Number and Position by 30th January 2023

Only shortlisted candidates will be contacted.




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