Retail Solutions – Nairobi

ABOUT ZAMARA

The Zamara Group is a diversified financial services business specialising in pensions, medical services, insurance and actuarial solutions. Headquartered in Nairobi, Kenya, the Group has a presence in eight countries and a Pan-African ambition. Zamara has a rich heritage in Kenya spanning over 30 years. 

Since its inception, the firm has significantly grown in terms of size, client base and range of services. The Group has been at the forefront of industry, influencing the way it works and at the cutting edge of innovation.

Zamara’s higher purpose is to create a financially secure and prosperous society. The Zamara culture is based on the values of Simplicity, Empathy and Trust.

ABOUT THE ROLE 

Achieving Zamara’s ambitious strategic priorities will be complex and challenging.  Its continued success will be dependent on building and retaining a world-class team.

The BD Manager will be responsible for driving sales performance, growth, and productivity of a team of Financial Advisors (FAs) across investments, pensions, and insurance solutions. The role ensures advisors perform to the highest standards of professionalism, compliance, and client-centricity, while achieving revenue and business targets.

In more detail, the areas of responsibility include:

Wealth Advisory & Client Relationship Management

• Personally originate, manage, and grow a portfolio of retail and affluent clients across investments, pensions, and insurance.
• Provide holistic wealth advisory services, including financial planning, portfolio structuring, risk management, and long-term wealth solutions.
• Conduct client reviews, needs analysis, and advisory discussions to deepen relationships and drive retention.
• Act as a trusted advisor to clients, ensuring solutions are aligned to their financial goals and life stages.
• Promote cross-selling and portfolio diversification across Zamara’s product suite.

Business Development & Market Growth

• Drive acquisition of new clients through relationship-led business development and referral networks.
• Identify new market opportunities, client segments, and strategic partnerships to grow the retail wealth business.
• Lead and participate in client acquisition initiatives, activations, and wealth-focused marketing activities.
• Support the structuring of tailored client solutions that meet both client needs and commercial objectives.

Financial Advisor (FA) Leadership & Performance Management

• Lead, coach, and motivate a team of Financial Advisors to achieve individual and team performance targets.
• Set clear performance expectations and KPIs aligned to advisory quality, client outcomes, and revenue growth.
• Conduct regular performance reviews, field coaching sessions, and joint client engagements.
• Monitor pipeline, conversion ratios, and advisory activity to ensure sustainable business growth.
• Serve as a role model for professional, ethical, and client-centric advisory practices.

Advisor Recruitment, Training & Development

• Recruit high-quality Financial Advisors with strong advisory and relationship management capability.
• Facilitate onboarding, product training, and ongoing development of advisors.
• Build advisor capability in wealth advisory, client engagement, prospecting, and solution presentation.
• Embed a strong culture of professionalism, compliance, and continuous improvement within the team. 

Compliance & Front Office Operational Excellence

• Ensure adherence to applicable regulatory requirements (IRA, RBA, CMA) and internal policies.
• Uphold high standards of ethical advisory, documentation quality, and suitability of advice.
• Ensure timely and accurate submission of applications, reports, and client documentation.
• Implement controls to minimize lapses, claw backs, and compliance breaches.

Reporting & Business Insights

• Provide accurate weekly, monthly, and quarterly performance reports.
• Track client growth, revenue, advisor productivity, and market trends.
• Use data and insights to inform strategy, improve performance, and guide decision-making.

Experience and personal qualities

The following experience is preferred:

• Bachelor’s degree in a business-related field.
• Professional qualifications in wealth management, finance, or accounting (CPA, CFP, CFA, CISI, CWM) or currently pursuing an MBA.
• 8–10+ years’ experience within B2C financial services, wealth management, investments, pensions, or insurance.
• Proven experience in client-facing wealth advisory and business development.
• Demonstrated experience leading, coaching, or managing Financial Advisors or relationship teams.
• Strong understanding of investment, pension, and insurance products within the Kenyan market.
• Solid knowledge of regulatory frameworks (IRA, RBA, CMA).
• Strong commercial acumen with the ability to balance client outcomes and business objectives.
• Proficiency in CRM systems, reporting, and performance tracking.
• High level of professionalism, strong personal presentation, and client-facing confidence.

Behavioural Competencies

• Strong relationship management and stakeholder engagement skills.
• High emotional intelligence with the ability to influence and build trust.
• Results-driven while maintaining a long-term, client-first mindset.
• Strong coaching, mentoring, and people leadership capability.
• High levels of integrity, accountability, and ethical judgement.
• Excellent oral and written communication skills.