Head of Business Development at Dunn & Braxton

• The client is seeking a well-experienced, results-oriented Head of Business Development to drive market expansion, RSA acquisition, and revenue growth across Northern Nigeria. The successful candidate will spearhead client retention strategies while ensuring strict alignment with regulatory guidelines and ethical sales practices.

Key Responsibilities:  

Business Growth & Market Expansion:

• Drive RSA growth across public and private sector organizations in Northern Nigeria 
• Develop and execute a regional sales strategy aligned with corporate targets 
• Expand agency network and institutional partnerships 
• Lead onboarding of high-value corporate clients 

Revenue Generation & Contribution Mobilisation:

• Increase Assets Under Management (AUM) through: New client acquisition, Voluntary Contributions (VC), RSA transfers (Transfer Window)
• Drive penetration in underserved sectors (SMEs, informal sector, PPP segment) 

Client Relationship & Retention:

• Maintain relationships with key institutional clients (MDAs, corporates, unions) 
• Ensure high retention rates and reduce RSA attrition 
• Oversee service delivery in collaboration with Client Services 

Regulatory Compliance & Governance:

• Ensure strict adherence to: PenCom marketing guidelines, Data protection, and ethical sales practices 
• Liaise with Compliance and Risk teams on all business activities 
• Ensure all field staff comply with approved marketing practices 

Stakeholder Management:

• Build relationships with: Government agencies, Trade associations, Labour unions, Industry influencers 
• Represent the organisation in regional forums and pension awareness programs 

Leadership & Team Management:

• Lead and develop high-performing regional BD teams 
• Set targets, monitor performance, and drive accountability 
• Build a strong sales culture anchored on integrity and performance

Market Intelligence & Strategy:

• Provide insights on: Competitor activities, Market trends, Regulatory changes 
• Recommend product and channel innovations 

Key Requirement

Educational Qualification:

• Minimum of B.Sc. or HND in Marketing, Business Administration, or other related field with a Master's degree, Executive training, and certifications.

Experience and Network:

• At least 10 years of professional working experience managing productivity, developing business, market share, and making effective and measurable contributions to overall business growth and development. 
• At least 8 years in the financial services industry; minimum 5 years in a senior management role. 
• Candidate must pass “Fit and Proper Person Test” (integrity, competence, financial soundness) 
• Appointment is subject to PenCom approval 
• A proven track record of driving large-scale sales growth within Northern Nigeria.
• An established institutional network across Government MDAs, corporate organizations, and labor unions.
• Deep understanding of Northern regional dynamics, including cultural nuances, languages, and business environments.
• Extensive experience managing multi-state sales operations and regional distribution structures.
• Demonstrated ability to build, scale, and mentor high-performing sales teams.

Leadership Style & Attributes:

• Strong commitment to regulatory compliance, governance, and meticulous asset administration guidelines.
• Exceptional diplomacy, political savvy, and sensitivity when navigating complex stakeholder environments.
• Highly disciplined, methodical, and thorough approach to corporate strategy and reporting.
• Exceptional emotional intelligence with an amiable, collaborative, and team-oriented leadership approach.

KEY PERFORMANCE INDICATORS (KPIs)

Financial:

• Regional Profitability / PBT Contribution
• RSA Growth (Volume and Value)
• Net Inflow Contributions
• Assets Under Management (AUM) Growth Attributable to the Region
• Voluntary Contribution (VC) Growth Rate

Customer / Stakeholder:

• External Net Promoter Score (NPS)
• Corporate and Individual Client Retention Rate
• RSA Transfer Window Ratio (Transfer-In vs. Transfer-Out)

Process & Risk:

• Quality and Timeliness of Board and Management Reports
• Regional Process Automation & Innovation Initiatives
• Turnaround Time (TAT) for Client Onboarding and Documentation
• Regional Risk, Compliance, and Audit Control Index

People & Culture:

• Regional Team Performance vs. Targets
• Internal Net Promoter Score (Staff Satisfaction)
• Talent Retention and Staff Turnover Rate within the Region

Professional Competencies:

Core:

• Strategic Sales & Market Expansion 
• Business Development Service Delivery
• Strategic Relationship & Stakeholder Management 
• Financial Planning & Analytical Skills 
• Leadership & High-Performance Team Management
• High-Stake Negotiation & Contract Monitoring
• Digital Client Onboarding & Tech Adoption
• Innovation & Strategic Decision-Making
• Change & Adaptability Management

Non-Core / Soft Skills:

• Cross-Functional Collaboration 
• Effective Accountability & Delegation