Chief Distribution Officer (Insurance Sales Channels)
Job Title: Chief Distribution Officer (Insurance Sales Channels)
Role Summary
The Chief Distribution Officer (CDO) leads the strategy, performance, and expansion of all insurance sales and distribution channels. This role is responsible for driving revenue growth, optimizing channel productivity, and building a diversified, high-performing distribution ecosystem across agency, bancassurance, brokers, and digital platforms.
Key Responsibilities
1. Distribution Strategy & Growth
Define and execute the enterprise-wide distribution strategy aligned with business goals
Drive premium growth, market share expansion, and channel diversification
Identify new distribution opportunities (digital, partnerships, embedded insurance)
2. Channel Management
Oversee all distribution channels, including:
Agency / tied agents
Bancassurance partnerships
Brokers and intermediaries
Direct and digital channels
Set performance targets and ensure channel profitability
3. Sales Performance & Productivity
Establish KPIs (sales volume, conversion rates, persistency, cost of acquisition)
Optimize sales productivity and channel efficiency
Implement performance management frameworks and incentive structures
4. Partnerships & Alliances
Build and manage strategic partnerships with banks, fintechs, aggregators, and corporate clients
Negotiate commercial agreements and distribution deals
Expand ecosystem partnerships to drive customer acquisition
5. Customer & Market Strategy
Develop customer segmentation and channel-specific go-to-market strategies
Enhance customer acquisition, retention, and cross-sell/upsell opportunities
Align distribution strategy with evolving customer behaviors
6. Digital & Transformation
Lead digital distribution initiatives (online sales, mobile platforms, embedded insurance)
Leverage analytics, CRM tools, and automation to improve sales effectiveness
Drive adoption of digital tools across the sales force
7. Governance & Compliance
Ensure adherence to regulatory requirements and sales conduct standards
Align distribution practices with frameworks such as IFRS 17 and local insurance regulations
Monitor risk, compliance, and reputational exposure across channels
Qualifications & Experience
Bachelor's degree in Business, Finance, Marketing, or related field (MBA preferred)
15–20+ years of experience in insurance sales, distribution, or channel management
Proven track record in managing multi-channel insurance distribution
Strong understanding of agency, bancassurance, broker, and digital sales models
Experience in leading large sales teams and driving revenue growth
Key Competencies
Strategic sales leadership and commercial acumen
Strong relationship management and negotiation skills
Data-driven decision-making and performance management
Customer-centric mindset
Digital transformation and innovation capability
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