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
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