Head of Pensions

Lets Write Africa's Story Together!

Old Mutual is a firm believer in the African opportunity and our diverse talent reflects this.

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).

1. KEY TASKS AND RESPONSIBILITIES

A. 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)

B. 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

C. 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

D. Distribution Channel Management

Strengthen and expand distribution channels:

Agency force, Brokers & intermediaries, Banks & MFI’s, Digital platforms

Ensure productivity and profitability across all channels

E. Client Relationship Management

Oversee management of key pension clients and trustees

Ensure high client retention and satisfaction levels

Handle escalations and complex client issues

F. 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

G. Compliance & Governance

Ensure adherence to regulatory requirements (e.g., pension authority guidelines)

Maintain high ethical standards in sales practices

Support audit and compliance processes

H. 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

2. 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.

3. 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

4. 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

5. ANTI-MONEY LAUNDERING (AML) EXPECTATION

The incumbent will be responsible for ensuring adherence to, implementation of, and adoption of Compliance, Anti-Money Laundering (AML), and Sanctions-related policies, procedures, and process requirements within Old Mutual and its subsidiaries. This includes execution of customer due diligence processes, ensuring compliance with Know-Your-Customer (KYC) standards, conducting ongoing and enhanced due diligence, and maintaining data quality. Additionally, the role involves identifying and monitoring potential AML, Sanctions, or Compliance breaches and unusual activities, and escalating these concerns to the Risk and Compliance Office for further action.

Skills

Building Trust, Change Management, Commercial Acumen, Consultative Selling, Customer Complaint Management, Customer-Focused, Customer Service, Customer Understanding, Executing Plans, Identifying Customer Needs, Identifying Sales Opportunities, Sales Software, Strengthening Customer Relationships, Upselling

Competencies

Action OrientedBuilds Effective TeamsBuilds NetworksBusiness InsightCollaboratesCommunicates EffectivelyCustomer FocusEnsures Accountability

Education

NQF Level 9 – Masters