Job Grade C-2

Reports to Head of Business Development

Job Summary: The Broker Specialist is responsible for managing and driving the growth of the broker distribution network for insurance products. This role involves building and nurturing strong relationships with brokers, increasing sales through the broker channel, ensuring brokers are well-trained on products, and facilitating smooth communication between brokers and the company. The ideal candidate will possess strong sales, relationship management, and negotiation skills with a deep understanding of the insurance industry.

Responsibilities and Duties:

• Promote, identify, recruit, and onboard new brokers to expand the broker network.

• Develop and maintain strong relationships with existing brokers to enhance product sales and increase market share.

• Act as the primary point of contact between the company and brokers, ensuring clear communication and timely responses to inquiries.

• Provide brokers with comprehensive product information, including policy details, coverage options, pricing, and underwriting guidelines.

• Foster partnerships with brokers to create mutually beneficial business relationships.

• Achieve sales targets and key performance indicators (KPIs) for the broker channel.

• Work closely with brokers to promote and sell the company’s insurance products to clients.

• Provide brokers with guidance and support in closing sales and managing key accounts.

• Identify new opportunities and areas for growth in the broker channel, and create strategies to capitalize on them.

• Conduct regular market analysis to monitor broker performance, competitor offerings, and industry trends.

• Conduct training sessions and workshops for brokers to ensure they are well-informed about the company’s insurance products, policies, and sales strategies.

• Offer ongoing support to brokers to help them understand product updates, address client queries, and overcome sales challenges.

• Provide brokers with marketing materials, sales tools, and other resources to aid in their sales efforts.

• Work with brokers to identify areas of improvement and offer coaching or guidance to boost their performance.

• Monitor broker sales performance and ensure they meet or exceed sales goals.

• Analyze sales data and trends to assess broker channel performance and identify opportunities for improvement.

• Report regularly to the Sales Manager or Head of Sales on broker channel performance, issues, and recommendations for further improvement.

• Ensure that brokers are complying with all relevant regulatory and company guidelines.

• Build long-term, trust-based relationships with brokers, understanding their needs and working with them to achieve mutual business goals.

• Address any concerns or challenges raised by brokers, providing timely and effective resolutions.

• Create regular touchpoints with brokers, including meetings, calls, and events, to strengthen relationships and ensure continued sales activity.

• Work closely with underwriting, marketing, claims, and customer service teams to ensure smooth operations and excellent service for brokers and their clients.

• Coordinate with other departments to ensure accurate processing of broker submissions, renewals, and claims.

• Collaborate with marketing teams to design promotional campaigns and initiatives specifically tailored to the broker channel.

• Ensure brokers are fully compliant with industry regulations, company policies, and ethical standards when selling insurance products.

• Keep brokers informed about changes in regulations or policies that may impact their sales processes.

• Maintain up-to-date knowledge of relevant industry laws, regulations, and best practices.

Qualifications, Experience, Skills & Personal Attributes:

• A Bachelor’s degree in Business, Marketing, Insurance, or a related field.

• Relevant professional certifications in insurance (e.g., Chartered Insurance Professional, or other industry-specific certifications) are an advantage

• At least 3 years of experience in sales, with a focus on insurance products and working with brokers or distributors.

• Experience in managing a broker or agency sales channel is highly desirable.

• Proven track record of achieving sales targets and driving revenue growth.

• Strong sales, negotiation, and relationship management skills.

• Excellent communication and interpersonal skills, with the ability to build strong relationships with brokers and clients.

• Strong understanding of insurance products, underwriting processes, and regulatory requirements.

• Ability to work independently and as part of a team.

• Proficient in using CRM systems, Microsoft Office Suite (Excel, Word, PowerPoint), and other sales-related tools.

• Sales-focused: Demonstrates a strong drive to meet and exceed sales targets.

• Broker Relationship Management: Ability to nurture and build successful long-term relationships with brokers.

• Product Knowledge: Deep understanding of insurance products and the ability to effectively communicate this knowledge to brokers.

• Team Player: Works well with cross-functional teams, including underwriting, claims, and customer service teams, to achieve business goals.

• Problem Solving: Skilled at addressing and resolving challenges faced by brokers or clients.

• Results-Oriented: Focused on achieving results through proactive sales initiatives and effective channel management.

Working conditions

The Job’s responsibilities sometimes may require working evenings and weekends, sometimes with little advanced notice, and working with challenging clients.

Leadership Development Track

The Broker Specialist is on the Commercial-Channel Leadership Track, a pathway designed for high-potential professionals managing external distribution networks. This track emphasizes channel strategy, partner development, performance management, and strategic sales growth through broker relationships. The role is foundational for career progression into leadership roles across partnerships, sales networks, and eventually business development management.

Over time, the individual is expected to scale from operational channel execution to a strategic oversight role that shapes the company’s distribution landscape.

Role Expectations

• Drive revenue growth through broker acquisition, engagement, and retention.

• Deepen market reach by nurturing high-value broker relationships and identifying emerging sales opportunities.

• Build a high-performing broker channel through training, support, and performance monitoring.

• Collaborate cross-functionally to ensure seamless policy servicing, claims resolution, and client satisfaction.

• Provide market intelligence to refine channel strategy and ensure the company remains competitive in the intermediary space.

• Maintain high standards of compliance, ethics, and professionalism in all broker interactions.

Leadership Competencies Developed

• Broker Channel Strategy & Growth

• Stakeholder Engagement & Influence

• Sales Coaching & Partner Enablement

• Data-Driven Performance Management

• Market Intelligence & Competitive Positioning

• Cross-Functional Collaboration

• Regulatory Awareness in Intermediated Sales

Key Development Milestones

• Onboard and develop a New Set of High-Potential Brokers with a structured engagement and performance plan.

• Lead a Broker Activation Campaign in collaboration with marketing and underwriting to increase uptake in a specific product or location.

• Design and deliver a Broker Training Program that covers both product knowledge and sales skills, measured by post-training sales impact.

• Lead Quarterly Broker Performance Reviews and provide a report with insights, interventions, and channel optimization recommendations.

• Participate in a Cross-Functional Sales Task Force focused on improving broker-client onboarding, turnaround time, or service quality.

• Represent the Company at an Industry Event (broker summit, insurance forum, or compliance briefing), positioning yourself as a trusted broker liaison.

Progression Pathway

This track provides a clear transition from broker relationship management into broader distribution and sales leadership roles. Potential future roles include:

Broker Specialist → Senior Broker Channel Specialist → Partnerships & Distribution Lead→ Regional Sales Manager – Intermediary Channels → Head – Broker and Agency Sales → Head – Business Development