Sales Transformation & Performance Officer

CIC Insurance Group Plc is an established insurance company founded in 1968 in Nairobi, Kenya, offering a range of banking and financial services.

The Sales Transformation & Performance Officer, reporting to the Director of Special Projects, is responsible for driving significant improvements in the Group's sales operations. This involves assessing and enhancing the quality and health of sales pipelines, defining clear standards for sales opportunities, and strengthening qualification and validation processes. The role also focuses on boosting sales productivity by defining optimal daily routines for sales personnel, establishing activity standards, and identifying and addressing productivity gaps. Furthermore, the officer will design and implement structured sales operating rhythms, performance review mechanisms, and corrective action plans to ensure execution excellence. A key aspect is developing performance monitoring frameworks, tracking against targets, and ensuring accountability for sales outcomes. The role also involves collaborating with various cross-functional teams like Sales, Finance, Operations, HR, IT, Marketing, and Customer Experience to identify and remove organizational, process, system, or policy barriers affecting sales execution, thereby supporting the alignment of sales strategy with frontline implementation.

1. Assess and improve the quality, adequacy, and health of sales hit lists and pipelines.
2. Define clear standards for qualifying sales opportunities and strengthen validation processes.
3. Identify and address weaknesses, bottlenecks, and leakage points within the sales funnel.
4. Establish and monitor pipeline quality standards and key performance indicators (KPIs).
5. Develop mechanisms for continuous pipeline improvement across branches and business units.
6. Define and document optimal daily routines and minimum activity standards for sales roles.
7. Monitor adherence to activity standards and recommend interventions to improve sales effectiveness.
8. Design and implement standard sales operating rhythms and performance review mechanisms.
9. Identify execution bottlenecks and coordinate corrective action and recovery plans.
10. Drive the implementation of agreed sales improvement initiatives and monitor progress.
11. Define lead and lag indicators for sales performance and develop accountability frameworks.
12. Track performance gaps against targets and ensure clear ownership for outcomes and recovery actions.
13. Collaborate with cross-functional teams to identify and remove barriers affecting sales execution.
14. Facilitate cross-functional interventions and coordinate stakeholders for sales transformation initiatives.
15. Support alignment between sales strategy, operating processes, and frontline execution.

1. Bachelor’s degree in Business, Commerce, Economics, Marketing, Finance, Operations, Actuarial Science, Engineering, or a related discipline.
2. 5–8 years of relevant experience, with significant exposure to sales, sales operations, business transformation, consulting, performance management, or commercial operations.
3. Demonstrated experience managing or coordinating cross-functional projects or programs.
4. Strongly desirable: PMP, PRINCE2, Agile/Scrum, or equivalent project management qualification.
5. Strongly desirable: Lean Six Sigma or similar process improvement certification.
6. Strongly desirable: Experience in sales transformation, commercial excellence, or sales performance improvement.
7. Strongly desirable: Experience working in a large, multi-branch, multi-business, or Group environment.
8. Highly execution-oriented and results-focused.
9. Strong commercial and business acumen.
10. Strong project and program management capability.
11. Analytical, structured, and disciplined approach to problem-solving.
12. Comfortable challenging existing processes and ways of working constructively.
13. Strong stakeholder management and influencing skills.
14. Ability to facilitate cross-functional discussions and drive decisions into action.
15. Ability to influence without formal authority.
16. Comfortable engaging with senior sales and business executives.
17. Strong root-cause analysis and problem-solving capability.
18. Persistent in driving implementation and closing performance gaps.