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Head of Pensions
Posted: By:Hiring Kenya
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 AND 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.
QUALIFICATIONS & EXPERIENCE
- 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
KEY PERFORMANCE INDICATORS
- 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
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