Open Roles at ICEA Lion Group

JOB SUMMARY

• The Senior Associate – Business Development (Institutional Business) will lead the acquisition and growth of ICEA LION Asset Management’s non-pension institutional portfolio, focusing on consolidators, trusts, endowment funds, NGOs, and private entities. The role will originate and secure new mandates, build governance-level relationships, and drive sustainable growth in the assets under management. The role will also provide support and oversight on pension mandate acquisition and retention across segregated schemes, umbrella funds, and the income drawdown solution.

ROLES AND RESPONSIBILITIES

Business Development

• Lead the development and execution of growth strategy for targeted institutional segments, including non-pension mandates and pension schemes.
• Originate, structure, and close new non-pension institutional mandates to diversify and grow the segment, with primary focus on consolidators, trusts, endowments, NGOs, and private entities etc.
• Provide support and oversight on pension mandate acquisition and retention, including segregated schemes, umbrella funds, and the income drawdown solution, working closely with the pension business lead.
• Own and manage a robust pipeline of institutional prospects, ensuring disciplined follow-up, strong conversion ratios, and measurable AUM growth from the non-pension segment.
• Lead preparation, presentation, and defence of tenders, RFPs, and proposals to trustees, governance committees, and executive stakeholders.
• Provide market intelligence and client insights to influence product positioning and competitive pitch strategy.
• Drive AUM growth in line with agreed strategic targets and report on pipeline, mandate wins, and revenue performance.

Stakeholder Management 

• Build and maintain relationships with clients and other stakeholders.
• Lead mandate review meetings and contract renewal discussions to secure long-term partnerships.
• Identify cross-selling and upselling opportunities across the institutional portfolio.

Marketing & Market Intelligence

• Contribute to the preparation and maintenance of marketing materials for institutional solutions.
• Represent the company in industry forums, trustee engagements, and institutional events to strengthen market presence.
• Monitor competitor activity and market trends to inform strategy and pitch positioning.

CORE TECHNICAL & BEHAVIOURAL COMPETENCIES

• Strong sales, negotiation, and business development capability within the institutional or pension market.
• Excellent communication, presentation, and proposal writing skills.
• Strong relationship management and networking skills with the ability to engage trustees, board members, executives, investment committees, consultants, and institutional stakeholders.
• Sound knowledge of institutional investment management, capital markets, and governance frameworks within trusts, endowments, NGOs, private entities, and pension schemes.
• Strong analytical and problem-solving ability with attention to detail.
• High integrity, drive, and results orientation

ACADEMIC AND PROFESSIONAL EXPERIENCE

• Bachelor’s degree in Business, Finance, Economics, or a related field from a recognised university.
• Minimum 7 years’ experience in institutional sales, corporate banking, investment banking, stockbroking, asset management, or pension fund management.
• Demonstrable experience in business development or client relationship management within institutional or corporate segments.
• Relevant professional qualification (e.g. CISI, ICIFA, CFA or equivalent) is an added advantage.

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JOB SUMMARY

• The Trusts Consultant is responsible for growing the business revenue by identifying profitable business opportunities and securing sound business deals.  The jobholder will also be responsible in development and support of the growth of business distribution structure to ensure that the company achieves its revenue acquisition and retention targets.

KEY RESPONSIBILITIES

Strategy and Marketing Roles

•  Actively participating in the, implementation and execution of strategic marketing plans in support of the corporate strategy.
• Conduct market research to identify new business opportunities and reporting to management on market feedback and intelligence.  
• Develop and implement sales strategies, client service and retention plans, and analysing sales data to inform or update marketing strategies.
• Analyse marketing expenditure and sales revenue financial data and developing effective strategies to attain optimal business costs and sales revenue balance in order to attain company profitability objectives.

Sales, Marketing and Distributions Channels Roles 

• Assist with drafting business plans, sales pitches, presentations, reference material, and other documents as required, and developing quotes and proposals for clients.  Recruit, training, support and motivate business distribution channel partners - Agents (Independent / Internal), Brokers, Employers/Trustees, Scheme Administrators, Institutional aggregators.  
• Develop and sustain solid relationships with the business partners (Sponsors, trustees and administrator), distribution channel partners and clients to implement growth strategies.
• Attend and accurately provide competitive quotations to the sales partners (Agents and Brokers) and clients.
• Arrange meetings with potential clients on behalf of the sales channels to establish rapport, present company offerings and negotiate business deals

 Business Development Roles

• Analyze customer feedback data to determine whether customers are satisfied with company products and services.
• Provide insight into product development and competitive positioning by maintaining detailed knowledge of current market conditions.
• Collaborate with senior management to determine the most viable, cost-effective approach to pursue new business opportunities.  

JOB REQUIREMENTS

• Bachelor’s Degree in business management or administration, finance, accounting, marketing, social science, or related field from a reputable university.
• Reasonable progress toward professional qualification(s) in Marketing, pensions, or equivalent, would be an added advantage
• At least four (3) years’ post qualification experience in the sale of financial services  

COMPETENCIES

• Excellent communication and presentation skills including the ability to develop proposals, concept papers, and position papers as well as write reports and prepare relevant publications.
• High level of interpersonal and cross-cultural skills, including the ability to build alliances and collaborative relationships with sensitivity to diversity.
• Must be a self-starter, highly organized, and able to work well with people at all levels in the organization.
• Exceptional negotiation, persuasion, and decision-making skills
• Confidence presenting to large groups of people.
• Strong business acumen/business orientation
• Good organizational and time-management skills.
• Positive attitude, self-motivated, self-driven, and able to work with minimal supervision.
• Trustworthiness and discretion when handling confidential information.
• Strong attention to detail, ability to multitask, and performance-oriented.