Chief Distribution Officer

Job Title: Chief Distribution Officer (Insurance Sales Channels)

Role Summary

The Chief Distribution Officer (CDO) leads the strategy performance and expansion of all insurance sales and distribution channels. This role is responsible for driving revenue growth optimizing channel productivity and building a diversified high-performing distribution ecosystem across agency bancassurance brokers and digital platforms.

Key Responsibilities

1. Distribution Strategy & Growth

Define and execute the enterprise-wide distribution strategy aligned with business goals

Drive premium growth market share expansion and channel diversification

Identify new distribution opportunities (digital partnerships embedded insurance)

2. Channel Management

Oversee all distribution channels including:

Agency / tied agents

Bancassurance partnerships

Brokers and intermediaries

Direct and digital channels

Set performance targets and ensure channel profitability

3. Sales Performance & Productivity

Establish KPIs (sales volume conversion rates persistency cost of acquisition)

Optimize sales productivity and channel efficiency

Implement performance management frameworks and incentive structures

4. Partnerships & Alliances

Build and manage strategic partnerships with banks fintechs aggregators and corporate clients

Negotiate commercial agreements and distribution deals

Expand ecosystem partnerships to drive customer acquisition

5. Customer & Market Strategy

Develop customer segmentation and channel-specific go-to-market strategies

Enhance customer acquisition retention and cross-sell/upsell opportunities

Align distribution strategy with evolving customer behaviors

6. Digital & Transformation

Lead digital distribution initiatives (online sales mobile platforms embedded insurance)

Leverage analytics CRM tools and automation to improve sales effectiveness

Drive adoption of digital tools across the sales force

7. Governance & Compliance

Ensure adherence to regulatory requirements and sales conduct standards

Align distribution practices with frameworks such as IFRS 17 and local insurance regulations

Monitor risk compliance and reputational exposure across channels

Qualifications & Experience

Bachelors degree in Business Finance Marketing or related field (MBA preferred)

1520 years of experience in insurance sales distribution or channel management

Proven track record in managing multi-channel insurance distribution

Strong understanding of agency bancassurance broker and digital sales models

Experience in leading large sales teams and driving revenue growth

Key Competencies

Strategic sales leadership and commercial acumen

Strong relationship management and negotiation skills

Data-driven decision-making and performance management

Customer-centric mindset

Digital transformation and innovation capability