Title:  Manager: Broker Channel

Job Classification

• Job Requisition: 147544
• TA Specialist: Refilwe Falatsi
• Closing Date: 18 September 2026
• Location: 135 Rivonia Campus, Sandown
• Cluster: Personal and Private Banking | Nedbank Insurance | Distribution | Broker Channel
• Employment Equity: Preference will be given to applicants from Underrepresented Groups

FAIS Affected

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

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