Purpose
To drive the acquisition of new retirement fund and funeral fund business from employers in South Africa by developing strategic relationships, engaging intermediaries, and positioning the organisation’s employee benefit solutions as the preferred provider. The role focuses on revenue growth through new client acquisition, strategic partnerships, and market development.

Responsibilities

Strategic New Business Development
Objective: Identify, develop and convert new employer opportunities for retirement and funeral fund solutions.

• Identify and pursue new employer opportunities for retirement funds, umbrella funds and funeral fund solutions across targeted market segments.
  
• Develop and execute a structured new business development strategy and pipeline aligned with company growth objectives.
  
• Establish relationships with decision-makers within employers, including HR executives, finance directors and management committees.
  
• Build and maintain strategic relationships with intermediaries, brokers, consultants and industry stakeholders to generate business opportunities.
  
• Present and position the organisation’s full employee benefits value proposition to prospective clients.
  
• Lead and coordinate the proposal and tender process, including solution design, pricing input and client presentations.
  
• Negotiate and finalise new fund agreements and ensure smooth handover to the implementation team.
  
• Maintain a robust pipeline and track opportunities through a defined sales process.
  
• Achieve agreed new business revenue and client acquisition targets.
  

Market Development and Industry Engagement
Objective: Strengthen the organisation’s presence in the employee benefits market.

• Develop networks with industry bodies, unions, employer associations and professional intermediaries.
  
• Represent the organisation at industry conferences, networking events and employer forums.
  
• Identify emerging opportunities and trends within the South African retirement and funeral fund market.
  
• Provide feedback to executive management on market developments, competitor activity and client needs.
  
• Support marketing initiatives including roadshows, employer events and thought leadership engagements.

Client Relationship Development (Pre-Implementation)
Objective: Build trust and credibility with prospective clients during the sales process.

• Engage with employer stakeholders to understand their employee benefit structures, workforce needs and governance requirements.
  
• Facilitate discussions around fund structures, risk benefits and governance arrangements.
  
• Coordinate internal specialists (legal, actuarial, administration and risk providers) to develop appropriate solutions.
  
• Ensure all proposals and presentations meet regulatory, compliance and FAIS requirements.
  
• Manage the client engagement process from initial introduction through to mandate award.

New Client Onboarding and Implementation Oversight
Objective: Ensure a seamless transition from sales to implementation.

• Finalise proposal documentation, agreements and required regulatory documentation.
  
• Work closely with internal implementation teams to ensure efficient onboarding of new funds.
  
• Ensure all required information and documentation is submitted to internal departments for implementation.
  
• Remain involved during the early implementation phase to maintain client confidence and ensure expectations are met.

Strategic Account Development (Early Lifecycle)
Objective: Support the establishment of long-term client relationships following new business acquisition.

• Participate in initial employer engagements and governance structures (e.g., management committees).
  
• Introduce the client relationship management team and ensure clear role definitions.
  
• Support early-stage relationship development to strengthen long-term retention and client satisfaction.

Required Qualifications & Experience
• BCom in Marketing or relevant University degree
• At least ten (10 years) experience in the Employee Benefits environment
• Proven New Business track record
• Deep Knowledge of Umbrella Funds, Group Risk and Funeral
• Ability to develop proposals, negotiate deals, close business
• FAIS compliance required
• Excellent Communication Skills
• Data analysis and solution structuring
• Ability to develop proposals, negotiate deals, close business
• High Level Negotiations skills
• Strategic thinking
• Advance Presentation Skills
• Strong stakeholder/influence skills