Head Of Sales - Abuja

Sales Strategy & Business Development

• Develop and execute the company's overall sales and business development strategy in alignment with corporate growth objectives.
• Identify new market opportunities across retail, HNI, corporate, institutional, and other investor segments.
• Develop clear sales plans, revenue targets, acquisition strategies, and market-expansion initiatives.
• Analyse market trends, competitor offerings, investor behaviour, and emerging opportunities within Nigeria's investment and capital markets.
• Develop strategies to increase market share across fund management, portfolio management, stockbroking, and related investment products.
• Build and maintain a strong sales pipeline and ensure consistent conversion of prospects into clients.
• Identify opportunities to expand existing client relationships through cross-selling and up-selling of investment products and services.

Client Acquisition & Revenue Growth

• Drive new client acquisition and achieve agreed sales and revenue targets.
• Develop and maintain relationships with prospective investors, HNIs, corporate organisations, institutional investors, family offices, and strategic partners.
• Lead the end-to-end sales process from prospect identification and engagement through conversion and onboarding.
• Develop and implement client acquisition campaigns and targeted sales initiatives.
• Increase recurring and transactional revenue through effective distribution of the company's investment and capital-market products.
• Develop referral and relationship networks that generate sustainable business opportunities.
• Track conversion rates, sales performance, pipeline value, and revenue contribution.

Investment Product Sales & Distribution

• Drive sales and distribution of the company's investment products and services, including mutual funds, investment portfolios, securities, and other approved investment solutions.
• Work closely with Investment and Portfolio Management teams to translate investment strategies and product propositions into compelling client-facing solutions.
• Understand client investment objectives and position appropriate products based on their needs, risk profiles, and investment preferences.
• Support the development and launch of new investment products and sales propositions.
• Develop effective sales presentations, product materials, proposals, and client communication tools.
• Monitor product performance and market reception to identify opportunities for improved distribution.

Institutional & HNI Relationship Management

• Build and maintain strong relationships with HNIs, institutional investors, corporates, family offices, professional investors, and other strategic clients.
• Develop relationships with key decision-makers within target organisations and investment communities.
• Lead presentations, investment discussions, client meetings, and commercial negotiations.
• Develop strategic partnerships and distribution relationships that expand the company's investor base.
• Ensure high-quality engagement with major clients and maintain strong client satisfaction and retention.
• Identify opportunities to deepen relationships and increase client wallet share.

Assets Under Management (AUM) Growth

• Develop and execute strategies to grow the company's Assets Under Management and Assets Under Custody/Administration where applicable.
• Identify opportunities to attract new funds and portfolios from HNIs, institutions, corporates, and other investors.
• Monitor AUM inflows, outflows, net new money, and client concentration.
• Develop retention strategies to minimise client attrition and maintain stable investment relationships.
• Collaborate with investment teams to communicate investment performance and value propositions effectively to clients.
• Provide management with regular updates on AUM growth opportunities and challenges.

Sales Team Leadership

• Lead, manage, and develop the sales and business development team.
• Set individual and team sales targets aligned with corporate objectives.
• Establish clear KPIs covering client acquisition, revenue, AUM growth, conversion, retention, and productivity.
• Conduct regular pipeline and performance reviews.
• Coach sales professionals on prospecting, client engagement, negotiation, product knowledge, and closing techniques.
• Build a strong performance-driven sales culture.
• Identify capability gaps and implement appropriate training and development initiatives.
• Develop succession and talent-development plans for the sales function.

Market Expansion & Strategic Partnerships

• Identify new customer segments, geographic markets, channels, and strategic partnerships for business growth.
• Develop relationships with banks, financial institutions, professional networks, corporate organisations, and other distribution channels.
• Explore opportunities to expand product distribution through strategic partnerships and institutional channels.
• Monitor competitor strategies and market developments and recommend appropriate commercial responses.
• Represent the company at investment conferences, industry events, client forums, and other relevant business platforms.

Client Retention & Relationship Management

• Develop initiatives to improve client experience, engagement, and retention.
• Establish regular client-contact and relationship-management strategies for key accounts.
• Work with relevant internal teams to resolve client issues and ensure timely service delivery.
• Monitor client feedback and market sentiment to identify areas for improvement.
• Ensure key clients receive appropriate communication regarding investment products, performance, market developments, and relevant company initiatives.

Sales Analytics & Reporting

• Develop and maintain accurate sales forecasts, pipelines, and revenue projections.
• Provide regular sales performance reports to the Managing Director/CEO and executive management.
• Analyse sales performance against targets and identify gaps requiring corrective action.

Track key commercial metrics including:

• New clients acquired
• AUM growth
• Revenue generated
• Conversion rates
• Client retention
• Sales pipeline
• Product performance
• Individual sales productivity
• Use market and sales data to inform strategic decisions and resource allocation.

Regulatory & Compliance

• Ensure all sales activities comply with applicable SEC regulations, internal policies, and relevant Nigerian capital-market requirements.
• Work closely with Compliance and Legal teams to ensure appropriate client onboarding, product communication, documentation, and sales practices.
• Ensure sales representatives maintain appropriate professional standards and regulatory requirements.
• Promote ethical sales practices and protect the company's reputation and client interests.
• Ensure accurate and appropriate representation of investment products and associated risks.

Job Requirements
Qualifications

• Bachelor's degree in Finance, Accounting, Economics, Business Administration, Marketing, or a related discipline.
• A professional qualification such as CFA, CIS, ACCA, ICAN, CIMA, or equivalent is an advantage.
• Relevant certifications in investment management, securities, capital markets, or wealth management will be an added advantage.

Experience

• Minimum of 10 years' progressive experience in sales, business development, investment management, wealth management, fund management, stockbroking, or financial services.
• At least 5 years in a senior sales or business development leadership position within financial services.
• Proven track record of achieving significant sales, revenue, and/or AUM growth targets.
• Demonstrated experience selling or distributing investment products, funds, portfolio management solutions, securities, or capital-market products.
• Strong existing network across HNIs, institutional investors, corporates, family offices, financial institutions, and other investment stakeholders.
• Experience within an SEC-regulated investment or capital-markets environment is strongly preferred.
• Demonstrated experience building, managing, and motivating high-performing sales teams.
• Strong understanding of the Nigerian investment and capital markets ecosystem.