The Head of Pensions will lead, drive, and deliver sustainable growth in the pension business by developing and executing a high-impact sales strategy, building strong distribution channels, and ensuring consistent acquisition and retention of pension clients including corporate, SME, and individual sectors.
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, and Umbrella schemes.
Identify new market opportunities across SMEs, the informal sector, digital channels, and partnerships.
Business Development
Lead acquisition of new corporate pension clients and schemes.
Build strategic partnerships with employers, SACCOs, banks, brokers, and 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, RMs, and 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 including the agency force, brokers, banks, MFIs, and 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.
Key Performance Indicators (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.
Skills, Knowledge & Competencies
Strategic thinking and execution.
Strong sales and negotiation skills.
Leadership and people management.
Deep understanding of pension products and market dynamics.
