Job Description
To lead, drive, and deliver sustainable growth in pension business by developing and executing a high-impact sales strategy, building strong distribution channels, and ensuring consistent acquisition and retention of pension clients (corporate, SME and individual).
Key Tasks & Responsibilities
Sales Strategy & Growth
Develop and execute a comprehensive pension sales strategy aligned with overall business objectives
Drive growth in:
Occupational pension schemes, Individual pension plans, Umbrella schemes
Identify new market opportunities (SMEs, informal sector, digital channels, partnerships)
Business Development
Lead acquisition of new corporate pension clients and schemes
Build strategic partnerships (employers, SACCOs, banks, brokers, aggregators)
Oversee proposal development, pricing strategy, and competitive positioning
Represent the company in key client negotiations and pitches
Team Leadership & Performance Management
Lead, coach, and manage the pension sales team (BDOs, RM's & intermediaries)
Set KPIs, monitor performance, and drive accountability
Build a high-performance, results-driven sales culture
Identify training needs and support capability development
Distribution Channel Management
Strengthen and expand distribution channels:
Agency force, Brokers & intermediaries, Banks & MFI's, Digital platforms
Ensure productivity and profitability across all channels
Client Relationship Management
Oversee management of key pension clients and trustees
Ensure high client retention and satisfaction levels
Handle escalations and complex client issues
Market Intelligence & Product Development
Monitor pension market trends, competitor activity, and regulatory changes
Provide input into product development and innovation
Collaborate with actuarial, operations, and investment teams to ensure competitive offerings
Compliance & Governance
Ensure adherence to regulatory requirements (e.g., pension authority guidelines)
Maintain high ethical standards in sales practices
Support audit and compliance processes
Reporting & Analytics
Track and report on sales performance, pipeline, and conversion rates
Use data to drive decision-making and strategy refinement
Present insights to executive leadership
Skills, Knowledge & Competencies
Strategic thinking and execution
Strong sales and negotiation skills
Leadership and people management
Deep understanding of pension products and market dynamics
Stakeholder management (trustees, corporates, regulators)
Analytical and data-driven decision-making
High integrity and professionalism.
Experience & Qualifications
Bachelor's degree in insurance, Finance, Business, or a related field.
Master's degree (MBA) is an added advantage
Diploma in Insurance / LOMA/CII.
8 - 12+ years' experience in financial services, with strong exposure to pensions
Proven track record of driving revenue & business growth
Proven track record in sales leadership
KPIs
Growth in Assets Under Management (AUM)
Number and value of new pension schemes onboarded
Contribution inflows
Client retention rate
Sales team productivity
Revenue and profitability of pension business