Sales & Marketing Manager- Insurance
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Job Summary
JOB ADVERTISEMENT
Position: Sales & Marketing Manager ( Insurance)
Organization: KUPA-KENYA
Location: National / Head Office (with frequent regional travel)
About KUPA-KENYA
KUPA-KENYA is a community-based welfare association dedicated to providing dignified funeral support and household assistance solutions to families across Kenya. The organization continues to expand nationally through a structured network of regional and unit offices supported by a professional field sales force and strong community partnerships.
To support our rapid expansion and ambitious growth targets we are seeking a dynamic results-driven Sales Manager to lead national sales operations strengthen field productivity and accelerate membership growth.
Job Purpose
The Sales Manager will be responsible for driving national membership growth managing field sales operations strengthening agent productivity and implementing sales strategies that deliver sustainable revenue expansion and market penetration.
The role will oversee regional and unit sales teams ensure performance targets are achieved and coordinate marketing and community engagement activities that enhance brand visibility and member acquisition.
Key Responsibilities
1. Sales Strategy Implementation
Implement and operationalize the national sales strategy to achieve membership and revenue growth targets.
Translate national targets into regional unit and agent-level performance plans.
Ensure the organization achieves high recruitment productivity across the sales force.
2. Sales Performance Management
Monitor sales performance at agent team unit and regional levels through dashboards and reporting tools.
Conduct regular performance reviews with regional and unit managers.
Implement performance improvement plans (PIPs) for underperforming teams.
3. Sales Force Leadership
Lead and supervise a national sales structure including:
o Regional Managers
o Unit Managers
o Sales Supervisors
o Team Leaders
o Sales Agents
Build a high-performance culture through coaching mentoring and clear accountability frameworks.
4. Market Expansion & Office Growth
Identify high-potential markets and support the establishment of new sales offices.
Ensure newly opened offices achieve operational and recruitment benchmarks within the first 90 days.
5. Field Sales Operations
Oversee daily sales deployment plans and market coverage strategies.
Ensure weekly field activities such as:
o Market storms
o Roadshows
o Community activations
o Partnerships with local leaders
6. Revenue Growth & Product Cross-Selling
Promote cross-selling of value-added products including:
o Funeral cover add-ons
o Food Basket program
Improve Average Revenue per Member (ARPU) through structured sales scripts and incentives.
7. Sales Agent Productivity & Retention
Maintain high sales agent productivity and performance levels.
Implement agent motivation programs including:
o Commission and incentive structures
o Recognition and awards
o Career progression pathways.
8. Compliance & Quality Assurance
Ensure all sales activities follow onboarding SOPs KYC requirements and ethical selling standards.
Monitor registration quality and reduce onboarding errors.
9. Brand Visibility & Community Engagement
Coordinate with marketing teams to increase brand visibility through:
o Roadshows
o CSR initiatives
o Community forums
o Media partnerships.
10. Digital Sales Enablement
Promote adoption of digital registration and reporting platforms.
Ensure all field teams effectively use digital tools for sales tracking and client engagement.
Key Performance Indicators (KPIs)
The Sales Manager will be evaluated on:
National membership growth
Contribution/revenue growth
Average recruits per agent
Cross-selling uptake (Food Basket & add-ons)
New office rollout success rate
Brand visibility and market penetration
Digital lead contribution to recruitment
Education
Bachelors degree in Business Administration Marketing Sales Economics or a related field
MBA or postgraduate qualification is an added advantage.
Experience
710 years experience in sales business development or marketing.
At least 5 years in a senior sales leadership role.
Proven experience managing large field sales teams or distributed sales networks.
Experience in financial services insurance welfare associations or community-based programs is highly desirable.
Key Competencies
Strategic sales leadership
Performance management
Field sales operations
Market expansion strategy
Data-driven decision-making
Team leadership and coaching
Stakeholder engagement
Negotiation and partnership development
Required Skills:
Education Bachelors degree in Business Administration Marketing Sales Economics or a related field MBA or postgraduate qualification is an added advantage. Experience 710 years experience in sales business development or marketing. At least 5 years in a senior sales leadership role. Proven experience managing large field sales teams or distributed sales networks. Experience in financial services insurance welfare associations or community-based programs is highly desirable. Key Competencies Strategic sales leadership Performance management Field sales operations Market expansion strategy Data-driven decision-making Team leadership and coaching Stakeholder engagement Negotiation and partnership development
