Overview
Sales Director - DB Administration. Capita Pension Solutions Ltd (CPSL), part of the Capita Experience Division, aims to deliver better outcomes for clients, members and colleagues. We have grown year on year through new logo sales and account growth. We are targeting aggressive growth over the next five years with digital, operational and structural plans to support it.
We are seeking a high-impact, commercially driven 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 role is pivotal in building and converting a sustainable pipeline of high-value opportunities by developing deep, trusted relationships across the trustee ecosystem. You will operate at the most senior levels of the market—partnering with professional trustees, influencing third-party evaluators (TPEs), and shaping client strategy—to secure long-term outsourcing mandates. Success will be defined not just by revenue, but by your ability to create demand, influence outcomes, and consistently win in a competitive and relationship-led market.
Key Responsibilities
- Market Leadership & Origination
- Develop and execute a targeted sales strategy focused on large DB schemes pursuing a run-on strategy.
- Build a high-quality, sustainable pipeline of outsourcing opportunities across priority segments.
- Identify early-stage opportunities and position the business ahead of formal procurement processes.
- Industry Network & Relationship Development
- Establish and maintain deep relationships with:
- Professional Trustee firms
- Scheme Trustees and Chairs
- Third Party Evaluators (TPEs) and independent advisers
- Employee Benefit Consultants and wider intermediaries
- Act as a recognised and credible voice within the DB pensions market, leveraging network influence to create and shape opportunities.
- Represent the organisation at key industry forums, events, and thought leadership platforms.
- Deal Leadership & Conversion
- Lead complex, high-value sales processes from origination through to contract signature.
- Own the full sales lifecycle including: opportunity qualification, bid strategy and positioning, commercial structuring and negotiation, final conversion and contract close.
- Navigate long sales cycles with multiple stakeholders, maintaining momentum and strategic clarity throughout.
- Pipeline Growth & Management
- Drive disciplined pipeline management, ensuring strong coverage against revenue targets.
- Maintain clear visibility of opportunity progression, risks, and conversion strategies.
- Implement structured qualification frameworks to prioritise winnable deals.
- Internal Stakeholder Leadership
- Act as the central orchestrator for large deal pursuits, aligning client Relationship teams, Proposition and Product specialists, Operations and delivery leads, and Commercial, pricing and legal teams.
- Build and lead high-performing bid teams to deliver compelling, differentiated proposals.
- Ensure alignment between client needs, commercial objectives, and operational deliverability.
- Strategic Positioning & Thought Leadership
- Contribute to the evolution of the organisation’s DB run-on proposition, ensuring it resonates with trustee priorities.
- Translate market insight into actionable sales strategies and messaging.
- Champion a client-centric approach, ensuring solutions are grounded in trustee and member outcomes.
What Are We Looking For
- Proven track record of winning large, complex outsourcing or administration deals within the DB pensions market.
- DB scheme dynamics and run-on strategies; understanding trustee decision-making processes.
- Knowledge of the role and influence of TPEs and professional trustees.
- Demonstrable experience managing long, multi-stakeholder sales cycles with high deal values.
Relationships & Network
- Strong, established network across:
- Professional trustee community
- TPEs and advisers
- Key industry influencers
- Credibility to engage and influence at Board and Trustee level
Commercial & Sales Leadership
- Highly commercial mindset with a strong drive to win.
- Ability to shape and close deals in competitive environments.
- Skilled in negotiation, pricing strategy, and deal structuring.
- Exceptional stakeholder management and influencing skills.
- Ability to lead cross-functional teams in high-pressure bid environments.
- Strong communication and storytelling capability—able to clearly articulate value and differentiation.
Personal Attributes
- Relentless in pursuing opportunities and converting them into wins.
- Strategic thinker with strong execution discipline.
- Resilient and comfortable operating in long-cycle, high-stakes environments.
- Passionate about improving outcomes for schemes and their members.
About Capita Pension Solutions
At Capita Pension Solutions (CPS) we continue to grow and evolve our Strategy & Product function. We are defining and executing CPS’s strategic goals and developing the next generation of market-leading Products and Services. We have ambitious objectives and plans for 2026 and beyond.
What’s in it for you?
- 23 days’ holiday (rising to 27) with the opportunity to buy extra leave
- Company matched pension, life assurance, a cycle2work scheme, 15 weeks’ fully paid maternity, adoption and shared parental leave, paternity pay of two weeks
- Voluntary benefits designed to suit your lifestyle – from discounts on retail and socialising, to health & wellbeing, travel and technology
- The opportunity to take a paid day out of the office, volunteering for our charity partners or a cause of your choice
- Access to our Employee Network Groups, representing every strand of diversity
What We Hope You’ll Do Next
Choose ‘Apply now’ to fill out our short application, so that we can find out more about you.
We’re an equal opportunity and Disability Confident employer, committed to an inclusive, barrier-free recruitment process and working environment. If you need the job description or application form in an alternative format, or if you’d like to discuss other adjustments, please email Iqbal at reasonableadjustments@capita.com or call 07784 237318. For more information about equal opportunities, visit the Capita Careers website.
We’re committed to building a diverse and representative workforce and would particularly welcome applications from women and from Black, Asian and other ethnic minority backgrounds. Access to Work can help candidates with health conditions or disabilities to get support in the hiring process. If you require this support, apply for it at the UK government site.
Location
Home-Based - GBR, United Kingdom
Time Type
Full time
Contract Type
Permanent
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