Manager: Broker Channel

Job Purpose

• The Sales Manager in a broker channel is responsible for driving revenue growth through tactical sales execution, leading high-performing teams, managing relationships, and ensuring compliant, client-centric delivery—while balancing commercial outcomes with governance and operational excellence.

Job Responsibilities

Sales Strategy & Commercial Delivery

• Execute the sales strategy aligned to broker channel growth objectives
• Set sales targets (volume, revenue, margin, product mix) for the team
• Drive new business acquisition and retention strategies with each of the Risk Advisors to ensure delivery against the targets
• Assist to unlock new market opportunities, partnerships, and broker relationships with the Risk Advisors
• Monitor competitor activity and adjust team strategy accordingly
• Ensure alignment with commercialisation priorities (campaigns, product launches, cross-sell initiatives)

Team Leadership & Performance Management

• Lead, motivate, and manage a team of Risk Advisors
• Set clear KPIs and performance expectations for each individual Risk Advisor aligned to Nedbank Insurance Broker Channel deliverance
• Conduct monthly performance reviews, coaching sessions, and pipeline reviews
• Address underperformance through performance improvement plans
• Build a high-performance sales culture focused on accountability and results
• Oversee recruitment, onboarding, and skills development

Sales Operations & Pipeline Management

• Manage for the team and each Risk Advisor the end-to-end sales pipeline: Lead generation | Prospecting | Quotation | Closing and Post-Sale follow up
• Ensure effective use of dashboards for tracking and reporting
• Monitor conversion rates, productivity metrics, and turnaround times
• Drive adherence to standardized sales processes and disciplines
• Drive cross sell / upsell in client portfolio to avoid single policy holdings (example: Guarantee’s)

Broker & Stakeholder Relationship Management

• Build and maintain strong relationships with: Internal stakeholders (Technical, Broker Support, Claims, Compliance, Stakeholder Management KAM) and External insurance providers, Banking partners
• Act as escalation point for key client or broker issues
• Support brokers in deal structuring and complex solutions
• Drive broker engagement, loyalty, and retention
• Client Experience & Retention
• Ensure delivery of a seamless and positive client experience
• Monitor client satisfaction, complaints, and retention metrics
• Identify trends in cancellations, declines, and lost business
• Implement initiatives to improve: Client onboarding | Service turnaround | Product fit and value proposition

Job Responsibilities Continue

Compliance, Governance & Risk Management

• Ensure adherence to: FAIS regulations and advice standards (ROA compliance) and Internal governance policies and audit requirements
• Monitor and manage compliance risks within the sales process
• Ensure team maintains valid accreditation and licensing
• Support audits and implement remediation actions where required

Financial & Budget Management

• Manage expense control
• Track revenue performance vs target for region and at Risk Advisor level

Reporting & Insights

• Produce and present regular sales performance reports (weekly/monthly)
• Provide insights on: Sales trends | Pipeline health | Conversion rates | Market dynamics
• Present updates to Manco / Divco / leadership forums
• Use data to inform tactical and operational decisions

Product & Solution Enablement

• Ensure team is fully enabled on: Product features and rules | Underwriting criteria
• Support product development feedback loops based on market insights
• Drive uptake of new products and enhancements
• Ensure alignment between sales and product capability
• Coaching, Capability & Culture Development
• Develop sales capability frameworks and training plans for bottom performers
• Coach team on: Sales techniques | Negotiation skills | Client engagement
• Foster a culture aligned to: Customer-centricity | Compliance discipline | High performance and collaboration
• People Specification

Essential Qualification - NQF Level

• Matric / Grade 12 / National Senior Certificate
• RE 5 and RE 1
• Class of Business: Personal and Commercial Lines
• Up to date CPD
• Bachelors of Degree (preference)

Essential Certifications

• FAIS Regulatory Examination 1 qualification
• FAIS representative and preferably a Key Individual

Minimum Experience Level

• Minimum 4 - 5 years experience of managing a sales team within the Broker Channel.
• Strong people management experiene (a minimum of 15 people)
• Strong Commercial Lines Product experience (Non-negotiable)
• Intermediary experience

Key KPI's linked to the role: New Business Production (NBV / GWP)

• Conversion Rates
• Pipeline Coverage Ratio
• Retention / Persistency Rates
• Average Premium / Case Size
• Cost-to-Acquire
• Compliance Scores (ROA, audit findings)
• Advisor Productivity (per head metrics)

Behavioural Competencies

• Becoming a Business Advisor
• Building the Sales Team
• Building Trusting Relationships
• Coaching the Sales Team
• Driving for Results
• High-Impact Communication
• Making Sales Operations Decisions
• Motivating the Sales Team

Closing Date: 18 September 2026