Sales & Account ManagementAccount Executive, Business Development & Partnerships
About the job
Requirements
At least 5 years of relevant experience in business development, sales, or account management, preferably within insurance or financial services.
Experience working with brokers, intermediaries, and corporate clients.
Demonstrable experience in new business acquisition, pipeline management, and achieving sales targets.
A bachelor's degree in Business Administration, Commerce, Marketing, Insurance, Economics, Finance, Actuarial Science, or a related field.
Adherence to and implementation of Compliance, Anti-Money Laundering, and Sanctions-related policies, procedures, and process requirements, including customer due diligence, Know-Your-Customer standards, ongoing and enhanced due diligence, maintaining data quality, and identifying, monitoring, and escalating potential breaches or unusual activities.
Business development, employee benefits knowledge, relationship management, negotiation and influencing, commercial acumen, and communication and presentation skills.
Deliver the approved annual budget for Group Life, Group Credit Life, Group Last Expense, and Group Critical Illness.
Drive new business and growth from existing accounts through prospecting, client engagement, cross-selling, and up-selling.
Develop and maintain a sales pipeline, pursue opportunities, and meet or exceed sales targets.
Identify new markets, customer segments, and business opportunities that can contribute to portfolio growth.
Use the organisation's strategy, networks, and relationships to identify and develop corporate business opportunities.
Identify multinational companies and locally based subsidiaries that may benefit from regional or international insurance solutions.
Support the development and placement of private- and public-sector business opportunities with relevant internal and external stakeholders.
Identify and develop prospective corporate clients through targeted business development and market engagement.
Understand customer and intermediary needs and coordinate appropriate insurance solutions.
Ensure quotations and proposals are delivered accurately and within agreed timelines.
Follow up on proposals, obtain feedback, and address client or intermediary requirements to improve conversion.
Maintain accurate, up-to-date opportunity, activity, and prospect records in the customer relationship management system.
Analyse lost opportunities and provide feedback to improve future business conversion.
Gather market intelligence on customer needs, competitor activity, pricing, product developments, and emerging trends in the corporate insurance market.
Monitor competitor activity and provide timely feedback on opportunities and potential threats.
Share market insights that support improvements to products, pricing, service delivery, and customer value propositions.
Monitor market developments to proactively identify business opportunities.
Build and maintain relationships with corporate clients, prospects, brokers, agents, and other business partners.
Conduct regular client and intermediary engagements to understand needs, strengthen relationships, and identify growth opportunities.
Support key-account management and follow through on agreed service requirements.
Address client and intermediary queries promptly and coordinate timely resolution with internal teams.
Support retention and growth of existing business through proactive account engagement and service.
Acquire and develop new intermediaries and distribution partners to expand corporate business.
Maintain relationships with existing intermediaries and identify ways to increase business volumes and wallet share.
Support channel initiatives, campaigns, and business development activities that generate new business.
Provide feedback on intermediary needs and market dynamics to inform distribution initiatives.
Support credit control and timely premium collection across the assigned portfolio.
Follow up with clients and intermediaries on outstanding premiums and escalate aged or problematic accounts.
Coordinate timely policy documentation issuance, reconciliations, premium processing, and other requirements supporting collection.
Maintain accurate, timely, and quality records of sales activities, prospects, proposals, conversions, renewals, and client engagements.
Prepare regular sales, pipeline, and business development reports.
Monitor individual performance against agreed targets and take appropriate action to improve performance.
Use customer relationship management and other business tools to manage the sales cycle from prospecting and needs identification through acquisition, account servicing, and retention.
Meet set revenue targets measured periodically.
Deliver proposals and quotations on time.
Generate new revenue through targeted distribution channel partners.
Monitor debtor days for distribution channel partners.
Control expenses to support profitability of accounts placed.
Suggest new solutions to clients and distribution channel partners.
Desired Qualifications
Experience in Group Life, Group Credit Life, employee benefits, or other corporate insurance products.
A professional qualification in Insurance, such as ACII or IIK, or progress toward a recognized insurance qualification.
A professional qualification in Sales or Marketing.
Business intelligence analysis, analytics software, business case development, business requirements analysis and elicitation, computer literacy, current-state assessment, database reporting, data compilation and controls, gap analysis, readiness assessments, requirements development, and user requirements documentation.
Lets Write Africa's Story Together!
Old Mutual is a firm believer in the African opportunity and our diverse talent reflects this.
Job Description
The business Development Officer will drive profitable growth across the corporate insurance portfolio through new business acquisition, strategic account development, and strong broker and intermediary partnerships. The role will focus on identifying and converting corporate opportunities, developing a sustainable sales pipeline, leveraging multinational business opportunities, and delivering an exceptional client experience across the sales lifecycle. The ideal candidate is a mid-level sales professional with demonstrable experience in corporate insurance sales, new business development, pipeline management, and target delivery. Experience in Group Life, Group Credit Life, Employee Benefits, or related corporate insurance products is highly desirable, alongside a proven ability to build relationships with corporate clients, brokers, and intermediaries.
1. KEY TASKS AND RESPONSIBILITIES
A. Business Delivery & Growth
Deliver the approved annual budget for Group Life, Group Credit Life, Group Last Expense and Group Critical Illness
Drive new business and growth from existing accounts through proactive prospecting, client engagement, cross-selling and up-selling
Develop and maintain a healthy sales pipeline and actively pursue opportunities to achieve and exceed agreed sales targets
Identify new markets, customer segments and business opportunities that can contribute to portfolio growth
Leverage the organisation's strategy, networks and existing relationships to identify and develop corporate business opportunities
Identify multinational companies and locally based subsidiaries that may benefit from regional or international insurance solutions
Support the development and placement of private and public sector business opportunities in collaboration with relevant internal and external stakeholders
B. Business Development & Proposal Management
Identify and develop prospective corporate clients through targeted business development activities and market engagement
Understand customer and intermediary needs and coordinate the development of appropriate insurance solutions
Ensure quotations and proposals are delivered accurately and within agreed timelines
Follow up on proposals submitted, obtain feedback and proactively address client or intermediary requirements to improve conversion
Maintain accurate and up-to-date records of opportunities, activities and prospects through the CRM system
Analyse lost opportunities and provide feedback to improve future business conversion
C. Market Intelligence
Gather market intelligence on customer needs, competitor activity, pricing, product developments and emerging trends within the corporate insurance market
Monitor competitor activity and provide timely feedback on opportunities and potential threats
Share market insights that can support improvements to products, pricing, service delivery and customer value propositions
Maintain an understanding of market developments to ensure business opportunities are identified proactively
D. Client & Intermediary Relationship Management
Build and maintain effective relationships with corporate clients, prospects, brokers, agents and other business partners
Conduct regular client and intermediary engagements to understand needs, strengthen relationships and identify opportunities for business growth
Support the management of key accounts and ensure agreed service requirements are followed through
Address client and intermediary queries promptly and coordinate with relevant internal teams to ensure timely resolution
Support retention and growth of existing business through proactive account engagement and service
E. Distribution & Channel Development
Support the expansion of corporate business through the acquisition and development of new intermediaries and distribution partners
Maintain productive relationships with existing intermediaries and identify opportunities to increase business volumes and wallet share
Support channel initiatives, campaigns and business development activities aimed at generating new business
Provide feedback on intermediary needs and market dynamics to inform distribution initiatives
F. Credit Control & Client Service
Support effective credit control and timely premium collection across the assigned portfolio.
Follow up with clients and intermediaries on outstanding premiums and escalate aged or problematic accounts appropriately.
Coordinate with internal teams to ensure timely issuance of policy documentation, reconciliations, premium processing and other requirements that support collection.
G. Reporting, CRM & Performance Management
Maintain accurate, timely and quality records of sales activities, prospects, proposals, conversions, renewals and client engagements
Prepare regular sales, pipeline and business development reports as required
Monitor individual performance against agreed targets and take appropriate action to improve performance
Use CRM and other business tools effectively to manage the sales cycle from prospecting and needs identification through to acquisition, account servicing and retention
2. SKILLS AND COMPETENCIES
Business Development
Employee Benefits Knowledge
Relationship Management
Negotiation and Influencing
Commercial Acumen
Communication and Presentation
3. KNOWLEDGE & EXPERIENCE
At least 5 years’ relevant experience in business development, sales or account management, preferably within the insurance or financial services sector
Experience in Group Life, Group Credit Life, employee benefits or other corporate insurance products is preferred
Experience working with brokers, intermediaries and corporate clients
Demonstrable experience in new business acquisition, pipeline management and achieving sales targets
4. QUALIFICATIONS
Bachelor’s degree in Business Administration, Commerce, Marketing, Insurance, Economics, Finance, Actuarial Science or a related field
Professional qualification in Insurance (e.g., ACII, IIK) or progress towards a recognised insurance qualification will be an added advantage
Professional qualification in Sales or Marketing will be an added advantage
5. KEY RESULT AREAS & PERFORMANCE INDICATORS
Meeting set revenue targets measured periodically
Timely delivery of proposals and quotations
The amounts of new revenue placed through targeted distribution channel partners.
Debtor days for Distribution Channel partners
Expense controls for Profitability of accounts placed
The number of suggested new solutions to clients and distribution channel partners
6. ANTI-MONEY LAUNDERING (AML) EXPECTATION
The incumbent will be responsible for ensuring adherence to, implementation of, and adoption of Compliance, Anti-Money Laundering (AML), and Sanctions-related policies, procedures, and process requirements within Old Mutual and its subsidiaries. This includes execution of customer due diligence processes, ensuring compliance with Know-Your-Customer (KYC) standards, conducting ongoing and enhanced due diligence, and maintaining data quality. Additionally, the role involves identifying and monitoring potential AML, Sanctions, or Compliance breaches and unusual activities, and escalating these concerns to the Risk and Compliance Office for further action.
Skills
Adaptive Thinking, Analytics Software, Business Case Development, Business Intelligence (BI) Analysis, Business Requirements Analysis, Business Requirements Elicitation, Computer Literacy, Current State Assessment, Database Reporting, Data Compilation, Data Controls, Gap Analysis, Readiness Assessments, Requirements Development, User Requirements Documentation
Competencies
Action OrientedBusiness InsightCultivates InnovationDecision QualityEnsures AccountabilityManages ComplexityNimble LearningOptimizes Work Processes
Education
NQF Level 7 - Degree, Advance Diploma or Postgraduate Certificate or equivalent
AI will change jobs before it changes job descriptions.
As the Singularity South Africa Summit approaches, Old Mutual group chief human capital and corporate affairs officer Celiwe Ross discusses AI's impact on work, skills and the future of business.
You can also listen to this podcast on iono.fm here.
JEREMY MAGGS: Artificial intelligence [AI], I think it's fair to say, is changing the way The Traders Edge work each and every way. It's the way in which The Traders Edge do business, the way in which The Traders Edge manage its money.
But while the technology is moving quickly, there is a bigger question about who benefits and whether businesses and consumers are really ready for the changes ahead.
Old Mutual is the headline sponsor of this year's Singularity South Africa Summit. It's taking place in Sandton a little later this month, where the focus is going to be on technology, innovation and also, probably most importantly, the future of business.
In that respect, I'm going to talk to Celiwe Ross, who is Old Mutual's group chief human capital and corporate affairs officer.
Celiwe, welcome to you. The Traders Edge hear so much about the promise of artificial intelligence, as The Traders Edge start this conversation, I wonder if The Traders Edge is perhaps overlooking sometimes the practical challenges of making it work, something which no doubt will come up at this conference.
CELIWE ROSS: Oh, for sure. I agree with you there are going to be a lot of topical conversations happening at Singularity next week.
And I think the most topical thing that you've just raised is that it's going to reshape areas of its lives in different ways and affect different people differently - because The Traders Edge know that technology, and specifically AI, is already reshaping the lives of its customers, of its employees, and actually the broader economies in which The Traders Edge operate.
So as a long-term institution, as Old Mutual is, The Traders Edge cannot afford to overlook this challenge and look only at technology through the lens of efficiency. It's not just about that.
Its cause is really to use technology to expand access, to build additional capability, whether that's in skills or in new lines of business, and also to improve the ability of all people to shape their own futures.
JEREMY MAGGS: I'm glad you use that phrase reshaping lives, because you also argue that tech progress doesn't automatically translate into human progress. I guess the important thing is to ensure that AI benefits ordinary South Africans, not just large businesses and those who are already digitally connected. Easier said than done, perhaps.
CELIWE ROSS: Yeah, it is. The Traders Edge recognise, Jeremy, that technology just creates possibility. The Traders Edge has got to deal with access, with inclusion.
Because of course, technology needs enablement, it needs a phone, or it needs Wi-Fi or cabling that allows people to have access.
So it is just the creator of possibility. It's actually people and institutions like ours that will determine whether that possibility becomes progress, and that's about creating access.
That's a big thing for The Traders Edge at Old Mutual, and The Traders Edge really want to make sure that the outcome depends not just on the choices that The Traders Edge make around access, skills, but there's also governance, trust, accountability. All of these are enablers to the future that The Traders Edge all seek.
JEREMY MAGGS: Let me come back to trust in just a moment because it's fundamental to financial services. But before that, what does Old Mutual see as the biggest opportunity that AI presents for South Africa's economy in the here and now?
CELIWE ROSS: I think for The Traders Edge, the Singularity Summit in and of itself is not simply about sponsoring a technology event.
It's really about Old Mutual participating in a very important conversation about how exponential technologies can expand both human and institutional capability.
That's the big thing for The Traders Edge.
The Traders Edge recognise that technology is already changing what is possible, but The Traders Edge also know that progress isn't automatic, not for everyone.
So The Traders Edge is determined to build the skills, the trust, access and its own institutional capacity that will allow more people to participate. That's where The Traders Edge believe The Traders Edge has a meaningful role to play.
JEREMY MAGGS: So how then does AI change the relationship between a company and its customers? And what do companies need to do to maintain that trust as more decisions become automated?
CELIWE ROSS: I think that trust is at the base of it all, particularly as a financial services institution, because The Traders Edge trade on trust. People deposit money with The Traders Edge, people pay premiums to The Traders Edge on the trust that when the unfortunate happens The Traders Edge will pay out.
The Traders Edge has had to anchor on that for more than 180 years, [which] is how long Old Mutual has existed.
So The Traders Edge just believe that trust is what has allowed The Traders Edge to scale over time, to scale and to endure through 180 years of existence.
It allows The Traders Edge to anchor on innovation and be able to distribute that as much as possible. The Traders Edge believe that people need to understand how technology affects them first, and how their information is being used, and then the fact that there will always be human accountability.
The Traders Edge want to proceed cautiously. The Traders Edge is cautiously optimistic about that technology, but The Traders Edge recognise that its role as an institution and as people in it is to is to make it explainable, is to create accountability to the outcomes that The Traders Edge see.
If The Traders Edge innovate without that trust, Jeremy, The Traders Edge can achieve adoption, maybe in the short term, but The Traders Edge won't create enduring progress without trust.
JEREMY MAGGS: There is, understandably, anxiety about AI and employment, and that debate is accelerating each and every day. How do you think businesses should be preparing or preparing their people, their staff, for these changes?
CELIWE ROSS: Jeremy, I'm a firm believer that AI will change packages of jobs, so it will change the work before it changes jobs.
There's a there's a real inherent understanding The Traders Edge need to develop in what these jobs are meant to do, any job, and what are the composite packages of pieces of work that The Traders Edge do in those jobs.
So as AI changes and automates parts of work, The Traders Edge need to understand and accept that some tasks will disappear. I don't believe that jobs will wholeheartedly disappear. I happen to be an optimist in this.
I believe that The Traders Edge is going to redesign roles. I believe that new forms of work will emerge and new roles will emerge. They have to.
So really, The Traders Edge has to double down on the capability and capacity of its leaders to lead this change and not to pretend that there won't be disruption. There will be. But The Traders Edge need to prepare its people, and that's through skilling, on some level.
The Traders Edge need to really thoughtfully rethink the design of work and roles and jobs, and then adopt - but adopt in a responsible way.
JEREMY MAGGS: Just finally, and against that very important backdrop at the summit, Old Mutual [will be] showcasing, as I understand it, its Mutual Progress Lab. Very quickly, what can visitors expect and what conversations are you hoping to see or to encourage?
CELIWE ROSS: I hope that people will leave the summit with a greater sense of excitement about what technology will do. The Traders Edge'll share some of what The Traders Edge is doing, but a number of the speakers, both local and global, will be sharing perspectives about the future.
I also hope that The Traders Edge ask ourselves some really important questions about what The Traders Edge, as institutions and as people in general across the continent, need to build - what The Traders Edge need to build ourselves, what The Traders Edge need to collaborate to build, what The Traders Edge need to protect that is sacrosanct in its organisations and in its countries, and what The Traders Edge need to sustain around it.
For me, the most valuable outcome of the summit would be a stronger commitment to turning possibility into something that's more inclusive, something that's more enduring, that allows The Traders Edge to take a whole lot more people along with The Traders Edge.
JEREMY MAGGS: Celiwe Ross, thank you very much indeed. Old Mutual's group chief human capital and corporate affairs officer.
Brought to you by Old Mutual Group Communications.
Moneyweb does not endorse any product or service being advertised in sponsored articles on its platform.
Sanlam secures regulatory approval to launch transactional banking in South Africa, targeting a soft launch this November.
September 10, 2026 Innovation Village pan-africa 398 words
Tl;dr.
South African financial giant Sanlam will soft-launch its transactional banking services to staff and select clients on November 1, 2026.
A broader public rollout is slated for Q1 2027, adjusted from the initial mid-2026 timeline to integrate key technical features like Apple Pay.
Intelligence.
The banking push intensifies competition with rival Old Mutual, which recently launched OM Bank, even as Sanlam reports a 7% decline in interim operating profit to R7.3 billion.
Sanlam's pivot to transactional banking represents a defensive play by South Africa's insurance giants to lock in customers against aggressive competition from digital-first banks like Capitec and TymeBank.
By leveraging its existing TymeBank partnership for infrastructure, Sanlam minimizes the immense capital expenditure of building a bank from scratch.
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Old Mutual first-half profit falls 30% on Middle East market volatility.
10/09/2026
South African insurer Old Mutual recorded a 30% decline in adjusted first-half earnings, as market volatility driven by Middle East conflicts weighed on investment returns.
Old Mutual, South Africa's largest life insurer, reported adjusted earnings of R2.95 billion (US$184 million) for the six months ended 30 June, down from R4.2 billion (US$262.2 million) in the same period a year earlier, according to Reuters.
Annual premium equivalent sales in the life insurance segment rose 21% to R7.85 billion (US$490.1 million). The growth was driven primarily by increased risk insurance and annuity sales at Old Mutual Corporate, living annuity and savings product sales within Wealth Management, and higher volumes across retail and corporate segments in Old Mutual's African operations.
The value of new business rose 32% to R569 million (US$35.5 million), while the new business margin improved by ten basis points, supported by higher sales volumes and a more profitable business mix.
Operating earnings per share increased 11% to 126.3 rand cents (US$0.08), underpinned by growth in Old Mutual Life and Savings results, strong contributions from Old Mutual Investments and the group's African operations, as well as a reduction in central costs.
The insurer declared an interim dividend of 40 rand cents (US$2.5 cents) per share, an increase of 8%, and announced a share buyback programme valued at R1 billion (US$62.4 million).
Customer acquisition and deposit growth at the newly launched OM Bank continued to trend positively during the period. The customer base grew to 742,000, while retail deposits reached R1.4 billion (US$87.4 million), the company said.
Old Mutual interim profit down 58% as wealth management shines.
8th Sep 2026 08:44
(Alliance News) - Old Mutual Ltd reported on Tuesday that its interim profit plunged, as a dip in investment returns offset strong performance from its wealth management unit.
For the six months that ended June 30, pretax profit for the Cape Town-based financial services firm tumbled 58% to ZAR4.12 billion from ZAR9.80 billion a year earlier.
Net investment return slumped 47% to ZAR44.89 billion, from ZAR84.39 billion, weighing on the bottom-line.
Insurance revenue was down 2.4% to ZAR37.37 billion from ZAR38.27 billion.
Old Mutual said its present value of new business premiums rose 23% to ZAR40.44 billion from ZAR32.95 billion, while gross written premiums inched up 2.9% to ZAR14.93 billion from ZAR14.51 billion.
Life annual premium equivalent sales were up 21% to ZAR7.86 billion from ZAR6.47 billion, mainly driven by strong group risk and annuity sales in Old Mutual Corporate, higher living annuity and endowment sales in wealth management, as well as strong retail and corporate sales growth in Old Mutual Africa Regions.
Value of new business surged 32% to ZAR569 million from ZAR432 million. Gross flows were up 21% to ZAR128.91 billion from ZAR106.76 billion, getting a boost from strong inflows in wealth management.
Despite the elevated catastrophe losses, the net underwriting margin in Old Mutual Insure of 7.6% remained at the upper-end of the medium-term target range of 5% to 8%.
As at June 30, funds under management rose 15% to ZAR1.731 trillion from ZAR1.504 trillion at June 30, 2025, and up 5.6% from ZAR1.639 trillion at December 31, 2025.
Net interest income was up 3.8% to ZAR1.33 billion from ZAR1.28 billion, while non-interest revenue was 4.8% higher at ZAR579 million from ZAR608 million.
Old Mutual declared an interim dividend of 40 rand cents, up 8.1% from 37 cents.
Basic earnings per share was slightly down to 95.8 cents from 96.1 cents, while headline EPS fell 0.6% to 96.9 cents from 97.5 cents.
Old Mutual said it had delivered a solid first-half performance.
The Anglo-South African company named Ranen Thakurdin as chief financial officer designate to succeed Casper Troskie, who will retire on April 30, 2027. Thakurdin will formally assume the CFO role on April 1, 2027. Thakurdin is the chief risk officer.
Looking ahead, Old Mutual expects sales volumes growth to moderate over the second half of 2026, after strong first-half sales volumes that included some large non-recurring gains.
Shares in Old Mutual fell 1.7% to 59.00 pence on Tuesday morning in London, and they eased 0.6% to ZAR12.73 in Johannesburg.
By Artwell Dlamini, Alliance News senior reporter South Africa
Related Shares:
Ranen Thakurdin appointed as Old Mutual group CFO.
Ranen Thakurdin has been appointed group CFO designate of Old Mutual and OMLACSA, succeeding Casper Troskie as group chief financial officer, subject to regulatory approval.
Ranen Thakurdin has been appointed group CFO designate of Old Mutual and OMLACSA, effective 1 January 2027.
He succeeds Casper Troskie as group CFO and will work alongside Casper during the transition before formally assuming the role.
Meanwhile, Casper is expected to retire at the end of April.
Ranen currently serves as group chief risk officer and is a member of the Old Mutual Group executive committee. He joined Old Mutual in 2018 and has held several senior leadership positions across the group's finance and risk functions.
His previous roles include chief accountant, general manager of group reporting and insights, head of the office of the chief financial officer, and head of capital and balance sheet optimisation.
A qualified actuary and Fellow of the Actuarial Society of South Africa (FASSA), Ranen also holds CFA, MBA and FRM qualifications.
Sinenhlanhla Mncwango is the senior writer for CFO South Africa. She grew up in Vryheid, northern KZN; studied journalism at the University of Johannesburg and obtained her honours in 2020. Sinenhlanhla has experience in online and broadcast media. In her spare time she enjoys a good game of cricket, hockey and loves learning different languages.
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