I am working with a leading Professional Services company in their search to hire a high‑impact Sales Director to lead the origination and conversion of large Defined Benefit (DB) pensions outsourcing opportunities, with a particular focus on run‑on schemes.
This is a pivotal, senior commercial role, operating at the very top of the DB trustee ecosystem. You will be responsible for creating demand, shaping opportunities well ahead of procurement and converting complex, high‑value outsourcing mandates in a highly competitive, relationship‑led market.
The Role
Market Leadership & Origination
- Develop and execute a focused sales strategy for large DB schemes seeking run‑on and long‑term administration solutions. Build a strong pipeline of major outsourcing opportunities, shaping deals early and positioning ahead of formal procurement.
Industry Relationships & Profile
- Build trusted relationships with professional trustees, scheme trustees and chairs, TPEs, advisers and employee benefit consultants. Act as a credible market voice and represent the organisation at key industry events and forums.
Deal Leadership & Conversion
- Lead complex, high‑value sales from origination to contract close. Own the full lifecycle—qualification, bid strategy, commercial structuring, negotiation and close—while maintaining momentum through long, multi‑stakeholder processes.
Pipeline & Performance Management
- Drive disciplined pipeline management with clear visibility of progress, risk and conversion strategy. Apply structured qualification to prioritise high‑value, winnable opportunities.
Internal Stakeholder Leadership
- Orchestrate large deal pursuits by aligning client teams, product specialists, operations and commercial, pricing and legal functions. Lead high‑performing bid teams to deliver compelling, differentiated proposals.
Strategic Positioning & Thought Leadership
- Support the evolution of the DB run‑on proposition. Translate market insight into effective sales strategies and client messaging, championing strong outcomes for trustees and members.
About You
You will bring a strong track record of winning large, complex DB pensions outsourcing or administration deals, alongside deep credibility within the trustee and advisory community.
Key experience and capabilities include:
- Proven success selling DB administration or outsourcing solutions.
- DB scheme dynamics and run‑on strategies
- Trustee decision‑making processes
- The role and influence of TPEs and professional trustees
- Demonstrable experience managing long, multi‑stakeholder sales cycles with significant deal values.
- An established network across professional trustees, advisers, TPEs and industry influencers.
- Excellent commercial judgement, negotiation skills and deal‑structuring capability.
- The ability to lead and influence senior internal and external stakeholders.
Personal attributes:
- Highly driven, resilient and results‑focused.
- Strategic thinker with strong execution discipline.
- Comfortable operating in high‑stakes, long‑cycle environments.
- Passionate about improving outcomes for DB schemes and their members.
What’s on Offer
- Competitive base salary ranging from £75,000 to £100,000, depending on experience
- Attractive commission structure of circa 30%, with strong earning potential
- Comprehensive pension scheme
- Life assurance for added peace of mind
- Flexible and hybrid working arrangements, supporting a healthy work–life balance
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