Head of Pensions

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