Dennis Mwenda Gitonga
Summary
Dynamic professional with proven sales strategy expertise and a focus on performance management. Skilled in team building and client relationship management, driving substantial sales growth through effective communication and leadership.
Overview
9
9
years of professional experience
1
1
Certification
Work History
Assistant Agency Manager
Britam Insurance Company
Nairobi
05.2023 - Current
1. Sales & Production Management
- Set monthly, quarterly, and annual production targets for the unit
- Drive sales of life, education, investment, pension, and general insurance products
- Monitor daily, weekly, and monthly production performance
- Implement sales strategies to achieve and exceed targets
- Support advisors during client meetings and closings
- Recruit quality, trainable, and ethical financial advisors
- Ensure new advisors are properly onboarded and licensed
- Build a sustainable and productive sales team
- Replace non-performing advisors while nurturing high performers
- Conduct product training, sales skills training, and compliance training
- Coach advisors on prospecting, objection handling, and closing techniques
- Offer field coaching, joint client calls, and role plays
- Identify skill gaps and create improvement plans
- Track individual advisor KPIs (production, activity, persistency)
- Hold weekly performance meetings and one-on-one reviews
- Implement performance improvement plans (PIPs) for underperformers
- Recognize and motivate top performers
- Handle escalated client issues professionally
- Support advisors in managing high-value and corporate clients
- Ensure excellent customer service and retention
- Promote ethical selling and long-term client relationships
- Ensure all sales meet IRA regulations and company policies
- Verify proposal forms, KYC documents, and underwriting requirements
- Monitor persistency, cancellations, and lapses
- Promote ethical sales practices and zero mis-selling
- Prepare and submit daily, weekly, and monthly performance reports
- Track commissions, bonuses, and incentives
- Maintain accurate team records and documentation
- Provide feedback and insights to branch or regional management
- Identify new markets and growth opportunities
- Develop long-term strategies for unit sustainability
- Align unit goals with company objectives
- Drive retention and recurring business
- Inspire, mentor, and lead by example
- Create a positive, disciplined, and performance-driven culture
- Resolve conflicts and maintain team morale
- Promote professionalism, integrity, and teamwork
Unit Manager
Jubilee Life Insurance Company
Nairobi
06.2020 - 04.2023
- Recruited, trained, and mentored new financial advisors, building a productive and compliant sales team.
- Led team members to consistently achieve monthly premium targets through structured coaching and field support.
- Conducted joint client visits and sales clinics, improving advisor confidence and closing ratios.
- Managed advisor performance through KPI tracking, feedback sessions, and performance improvement plans.
- Promoted ethical selling and customer-centric service, contributing to improved persistency and reduced lapses.
- Supported branch-level marketing activities, and customer engagement programs.
- Coordinated conflict resolution strategies to maintain a positive work environment.
- Assessed training needs and created tailored programs to support agents growth.
Agent
Jubilee Life Insurance Company
Nairobi
10.2019 - 05.2020
- Prospected and created market to procure business on behalf of the company.
- Sold life, education, investment, and savings insurance solutions to individuals and SMEs.
- Conducted financial needs analysis and provided tailored insurance recommendations.
- Built long-term relationships with clients, resulting in referrals and repeat business.
- Maintained high standards of customer service and policy servicing.
- Consistently met or exceeded individual sales targets.
Sales Executive
Trans nation Sacco
Chuka
08.2016 - 09.2019
- Conducted market research to identify trends and customer needs for strategic sales initiatives.
- Collaborated with marketing team to create targeted campaigns that boosted lead generation efforts.
- Managed sales pipeline by tracking prospects and ensuring timely follow-ups to maximize conversion rates.
- Maintained detailed client relationship management records to enhance customer interactions and service quality.
- Monitored sales forecasts to adjust strategies and meet revenue targets consistently.
- Provided exceptional customer service by addressing inquiries and resolving issues promptly.
Education
Executive Certificate of Proficiency (ECOP) - Introduction To Insurance
College Of Insurance
Nairobi03-2020
Bachelor of Arts - Bachelors Degree of Education Arts(English & Lit)
Mount Kenya University
Thika09-2019
KCSE -
Gikurune Boys High School
Igoji11-2012
Kenya Certificate of Primary Education -
Mariani Primary School
Chuka11-2008
Skills
- Sales strategy
- Recruitment training
- Performance management
- Compliance oversight
- Client relationship management
- Team leadership
- Training program design
- Effective communication
- Motivation skills
- Customer service
- Agency operations
- Sales growth
- Performance analysis
- Market analysis
Languages
English
Proficient (C2)
C2
kiswahili
Proficient (C2)
C2
Certification
IRA License By Insurance regulatory Authority
Accomplishments
2021 ,2024 and 2025 AKI Award Qualifier
References
References available upon request.
Timeline
Assistant Agency Manager
Britam Insurance Company
05.2023 - Current
Unit Manager
Jubilee Life Insurance Company
06.2020 - 04.2023
Agent
Jubilee Life Insurance Company
10.2019 - 05.2020
Sales Executive
Trans nation Sacco
08.2016 - 09.2019
Executive Certificate of Proficiency (ECOP) - Introduction To Insurance
College Of Insurance
Bachelor of Arts - Bachelors Degree of Education Arts(English & Lit)
Mount Kenya University
KCSE -
Gikurune Boys High School
Kenya Certificate of Primary Education -
Mariani Primary School