Senior Associate - Business Development (Institutional Business)

Role Overview

This role places you at the centre of ICEA LION Asset Management’s drive to grow its institutional client base beyond traditional pension products. You will focus on winning and expanding mandates from consolidators, trusts, endowments, NGOs, and private organisations, while also lending strategic support to the pension business. Day to day, you will source new prospects, lead proposal and tender efforts, manage relationships with decision-makers and trustees, and work toward measurable growth in assets under management.

Key Responsibilities

• Design and drive a commercial growth plan targeting defined institutional segments, ensuring a clear route to market and realistic revenue goals.
• Identify, develop, and close new non-pension mandates with consolidators, trusts, endowments, NGOs, and private entities to broaden the institutional portfolio.
• Work alongside the pension lead to support the acquisition and retention of pension clients, including segregated schemes, umbrella funds, and income drawdown solutions.
• Maintain a disciplined prospect pipeline, tracking progress, prioritising follow-ups, and converting opportunities into confirmed mandates.
• Take ownership of tender and RFP submissions, from initial drafting through to presentation and defence before trustees, investment committees, and other governance bodies.
• Establish and nurture long-term relationships with institutional clients, leading review meetings and driving contract renewal discussions.
• Spot and act on cross-selling and upselling opportunities across the wider institutional book.
• Keep a close watch on competitor activity, market shifts, and client feedback to sharpen positioning and refresh marketing collateral.

Requirements & Qualifications

• A Bachelor’s degree in Business, Finance, Economics, or a related field from a recognised university.
• At least seven years of experience in institutional sales, corporate banking, investment banking, stockbroking, asset management, or pension fund management.
• A proven record in business development or client relationship management within institutional or corporate segments.
• Strong negotiation and sales ability, with the confidence to broker deals and influence senior stakeholders.
• Excellent written and verbal communication skills, including the capacity to craft persuasive proposals and deliver polished presentations.
• Sound knowledge of investment management, capital markets, and governance frameworks relevant to trusts, endowments, NGOs, private entities, and pension schemes.
• A high level of analytical rigour, attention to detail, and problem-solving acumen.
• Demonstrable integrity, self-motivation, and a results-driven mindset.
• A relevant professional qualification such as CISI, ICIFA, CFA, or an equivalent credential will be an added advantage.