Head of Sales and Business Development

Reports To

Chief Executive Officer

About Our Client

Our client is a reputable and rapidly growing local insurance provider operating within Zambia's financial services sector. Licensed by the Pensions and Insurance Authority (PIA), the company provides a diverse range of general insurance solutions to individuals, businesses, and institutions across Zambia. The organization has established a strong reputation for delivering innovative, customer-focused insurance products and services that promote financial security, risk management, and business continuity.

As part of a well-established Zambian group with interests spanning multiple sectors of the economy, the company is committed to driving sustainable growth through operational excellence, strategic partnerships, and market expansion. The organization continues to strengthen its position within the insurance industry while pursuing ambitious growth objectives and enhancing its market presence.

As part of its long-term growth strategy and leadership succession planning, our client seeks to recruit a dynamic and commercially astute Head of Sales who will drive business growth, strengthen market presence, and develop the executive leadership capabilities required to transition into the Chief Executive Officer role within the next four years.

Position Summary

The Head of Sales will provide strategic leadership to the organization's sales and business development function, driving revenue growth, market expansion, customer acquisition, and client retention initiatives. The role requires a commercially astute leader capable of developing high-performing teams, strengthening key stakeholder relationships, and contributing to the overall strategic direction of the business.

The successful candidate will play a critical role in shaping the future growth of the organization and will be expected to demonstrate the leadership potential necessary for progression into executive leadership.

Key Responsibilities

Strategic Leadership

• Develop and implement the organization's sales and business development strategy.
• Drive achievement of revenue, profitability, and market share objectives.
• Contribute to organizational strategic planning and business growth initiatives.
• Identify emerging market opportunities and recommend innovative growth strategies.
• Support executive management in achieving corporate objectives.

Sales and Business Development

• Lead the acquisition of new corporate, SME, and retail clients.
• Develop and maintain strategic relationships with brokers, agents, corporate clients, and key stakeholders.
• Drive growth across all insurance product lines.
• Establish and monitor sales targets, performance metrics, and business development activities.
• Identify new distribution channels and partnership opportunities.

Team Leadership and Performance Management

• Lead, mentor, and develop a high-performing sales team.
• Foster a culture of accountability, innovation, and customer focus.
• Implement effective sales management processes and performance monitoring systems.
• Identify talent development and succession planning opportunities within the sales function.

Customer and Stakeholder Management

• Strengthen relationships with existing clients, brokers, and strategic partners.
• Ensure high levels of customer satisfaction and retention.
• Represent the organization at industry events, networking forums, and stakeholder engagements.
• Enhance the organization's visibility and reputation within the insurance and financial services sectors.

Financial and Operational Management

• Prepare and manage sales budgets and forecasts.
• Monitor sales performance and provide regular management reports.
• Collaborate with underwriting, claims, finance, and operations teams to ensure seamless service delivery.
• Ensure compliance with industry regulations, company policies, and ethical business practices.

Executive Development and Succession Planning

• Participate in executive leadership initiatives and strategic decision-making processes.
• Demonstrate the leadership competencies required for future executive responsibilities.
• Support organizational transformation, growth, and long-term sustainability objectives.
• Prepare for progression into broader executive leadership responsibilities as part of the organization's succession planning framework.

Qualifications and Experience

• Bachelor's Degree in Business Administration, Marketing, Insurance, Finance, Economics, or a related field.
• Master's Degree in Business Administration (MBA) or related discipline will be an added advantage.
• Professional insurance qualifications will be an added advantage.
• Minimum of 10 years' progressive experience in sales, business development, or commercial leadership.
• At least 5 years in a senior management role within the insurance, financial services, banking, or related sector.
• Demonstrated success in driving revenue growth and managing high-performing sales teams.
• Experience engaging with corporate clients, brokers, and strategic partners.
• Strong understanding of the Zambian insurance market and regulatory environment.

Key Competencies

• Strategic Leadership
• Commercial Acumen
• Business Development and Market Expansion
• Executive Presence
• Relationship Management
• Negotiation and Influencing Skills
• Financial Literacy
• Change Management
• People Leadership and Talent Development
• Decision-Making and Problem-Solving
• Results Orientation
• Ethical Leadership

What We Are Looking For

We are seeking an ambitious and commercially driven leader who combines strong sales leadership with strategic business insight. The ideal candidate will not only deliver exceptional commercial results but will also demonstrate the vision, leadership maturity, and organizational impact required to transition into a future Chief Executive Officer role within the next 4 years.

What We Offer

This is a unique opportunity for an ambitious and high-performing commercial leader to join a growing organization with a clear pathway to executive leadership.

The successful candidate will benefit from:

• A competitive executive remuneration package commensurate with qualifications and experience.
• A personal-to-holder company vehicle.
• Performance-based incentives linked to the achievement of agreed business objectives.
• The opportunity to lead and shape the organization's sales and growth strategy.
• Exposure to executive-level decision-making and strategic leadership responsibilities.
• Professional growth and leadership development opportunities within a dynamic and expanding organization.
• The opportunity to work within a well-established Zambian business group with a strong reputation and diverse business interests.
• A clearly defined succession pathway, with the potential to progress into the Chief Executive Officer role within the next 4 years, subject to performance and organizational requirements.

This role is ideally suited to a results-driven leader who is seeking not only a challenging commercial position, but also a long-term executive leadership career opportunity.