Business Development Manager

Old Mutual Kenya is a financial services company operating in Banking & Financial Services and Insurance. Its 'Thrive' initiative is launching a corporate workforce wellbeing intelligence platform designed to improve employee wellbeing, engagement and productivity.

You will own the full commercial journey, from prospecting and discovery to contracting, onboarding, renewal and account expansion. Reporting to the Head of Thrive and Ecosystem, this is an entrepreneurial opportunity to build the commercial engine from zero to one. You will test routes to market, turn customer insight into action, establish repeatable sales processes and help shape how the proposition scales.

1. Generate qualified leads through targeted outreach, referrals, events, internal Old Mutual channels and corporate networks.
2. Convert existing and new opportunities into signed annual contracts.
3. Manage the full sales journey: prospecting → discovery → demo → proposal → negotiation → signed contract → renewal and expansion → referrals
4. Activate existing corporate relationships and equip internal teams to identify and progress leads and ensure a structured handover to onboarding
5. Build scalable distribution channels through embedded partnerships, referral commissions, bundled offerings and co-branded propositions. Explore embedded or white-label distribution partnerships with digitally forward organisations.
6. Build relationships with wellbeing providers, HR networks and communities, employer associations and business communities, using their events and platforms to generate qualified leads and sales opportunities.
7. Work with Marketing to execute digital campaigns that generate qualified corporate leads.
8. Work with Product teams to create employee-led referral journeys and self-service, lower-touch sales and onboarding experiences that generate leads and support smaller employers.
9. Translate buyer feedback, objections and market insights into actionable improvements across the product, pricing, packaging, contracting and onboarding.
10. Maintain accurate CRM records, weekly forecasts and pipeline reporting against sales and revenue targets.
11. Track conversion, pipeline movement, win/loss insights, customer feedback and commercial risks.
12. Provide concise commercial updates and recommendations for leadership and board reporting.
13. Support the Head of Thrive and the wider Digital Business team in delivering strategic and commercial priorities.
14. Collaborate across teams to continuously improve and innovate the proposition, customer experience and go-to-market approach.

1. Commercial Acumen: Assesses opportunities, develops compelling business cases and makes sound commercial decisions.
2. Strategic Thinking: Connects immediate sales activity to longer-term business and growth objectives.
3. Customer First: Understands employer needs and uses customer insight to strengthen the proposition and experience.
4. Communication and Influence: Presents ideas clearly, negotiates effectively and mobilises stakeholders towards shared outcomes.
5. Relationship Building: Establishes trust and credibility with clients, partners and internal teams.
6. Execution: Demonstrates ownership, discipline and persistence in delivering results.
7. Analytical Thinking: Uses commercial data and market evidence to identify issues and guide decisions.
8. Innovation and Agility: Tests new approaches, learns quickly and adapts in an evolving environment.
9. Bachelor’s degree in Business, Marketing, Commerce or a related field.
10. At least four years’ experience in B2B business development, enterprise sales or commercial growth.
11. Proven track record of generating qualified leads, managing full sales cycles and closing corporate contracts.
12. Experience establishing new pipelines, testing routes to market and building repeatable sales processes.
13. Experience engaging corporate decision-makers, particularly in HR, People, Total Rewards or employee benefits.
14. Experience developing distribution, referral, embedded or strategic channel partnerships.
15. Proficiency in CRM and pipeline-management tools; Zoho CRM experience is an advantage.
16. Experience in corporate wellness, HR technology, employee benefits, insurance or B2B SaaS is an advantage.