Head of Pensions at Old Mutual 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 & 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.

Experience & Qualifications

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

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