Director of DC Sales and Strategy

Legal & General is one of Europe’s largest asset managers, providing clients and partners with complex, responsible investment solutions, across public and private markets. As a global investor, we are present where our clients most need us – from Hong Kong and Singapore, to Chicago and major European financial hubs.

Created by combining our investment management (LGIM) and asset origination (LGC) capabilities, our Asset Management division works with our Institutional Retirement and Retail divisions to benefit our clients and customers – which include individual savers, pension scheme members and global institutions – and deliver enhanced shareholder returns.

Joining us means becoming part of a market-leading team, with capabilities across the full spectrum of asset classes, with an enduring commitment to responsible investment and creating long-term, sustainable value for our clients and partners.

Recruiter: Hannah Mayfield    Hannah.mayfield@landg.com

Internal Closing Date: 16th October 2024

We are recruiting for a Director of DC Sales and Strategy to drive, develop and deliver profitable DC Pensions business development strategies (both intermediated and direct customer solutions). The Director or DC Sales and Strategy will be responsible for ensuring the development of direct and intermediary relationships and the establishment and development of direct prospects to achieve L&G’s stated targets in terms of growth, AUM and APE.

What you'll be doing:

• You will be responsible for strategic sales of DC Pensions to ensure the business grows in profitability and market share whilst keeping customers at its heart, continues to be recognised as an industry leader in DC in the UK and is well positioned to take commercial advantage of Regulatory and Industry change.
• In the role, you will drive profitable new business and growth of the DC existing client book by embedding a unified sales operation across the targeted channels, delivering on specific targets (including retention) to maximise opportunities and market share, ensuring L&G DC meets its key business objectives.
• The Director of DC Sales and Strategy will develop and maintain personal relationships with DC clients at a senior level to embed L&G’s footprint within each organisation. Utilise these connections to ensure opportunities are maximised, working with the Proposition & Pricing team to achieve market leading intermediary positions and to ensure new business optimisation and existing business retention.
• You will continue and lead the development of a robust direct to market proposition capability that can adapt to changing market conditions and opportunities, working with L&G DC senior management team to develop a strategy for engaging with and promoting our full range of services to L&G’s existing and new business UK DC schemes.
• We are seeking someone who can establish, develop and maintain relationships with key decision makers at board-level within large prospective corporate clients to identify, progress and maximise new business opportunities. Lead sales negotiations with key stakeholders and through an understanding of their culture and employee benefit requirements devise solutions, initiatives and services that deliver targeted profitable APE while adding client value.
• The role holder will take responsibility for good governance and risk management in terms of the acquisition of clients and other counterparties. Act as point of escalation where there are complaints, complex queries or issues requiring PMC decision making (i.e., working with appropriate approvals or director sign off).
• The Director of DC sales and strategy will be required to maintain a focussed industry and marketplace knowledge, keep abreast of strategic developments affecting corporate contacts and be able to discuss relevant topics in an informed manner. Promote L&G’s DC brand by representing L&G or delivering seminar/platform presentations at relevant conferences and forums or through press or other communications. Engage with clients, consultants and competitors to identify market themes and in turn work with the appropriate internal teams on the launch of new or developed products in order that L&G can be regarded as at the forefront of the DC market.
• The Director of DC Sales and Strategy will own senior stakeholder management and representation of the function internally at board level. They will represent the DC Distribution at forums within PMC and LGAS. In situations where delegated to specific committees or functions, you will act as the PMC relationship contact for the Workplace division of LGAS.
• You will be responsible for establishing and maintaining strong governance and quality control practices to ensure minimum financial and reputation risk to firm. Monitoring industry and regulatory changes impacting team activities and ensuring measures are put in place to address these. Ensure team processes and controls are continually reviewed and maintained, and that key databases and systems used to support and document business development and relationship management activities are kept up to date.

Who we're looking for:

Qualifications:

• Professional qualifications in relation to the role are desirable for example IMC, CFA, PMI or Certificate in Financial Planning.

Knowledge:

• Excellent communication and presentation skills, including the ability to articulate and convey concepts and ideas to a very senior audience in a clear and compelling manner
• Excellent client servicing, relationship management and negotiation skills
• Experience and knowledge of workplace pension product and fund management solutions, of corporate client needs, and of the legislative and competitive landscape

Experience:

• Proven experience in relevant financial services (e.g., asset manager/EBC)
• A strong track record of development and delivery of corporate pensions distribution strategy
• Experience of delivering new business through prospecting and pitching
• Intermediated sales experience, specifically experience in writing complex business with large FTSE250 clients 

Leadership:

• Proven experience in leading and developing teams in a dynamic and proactive manner.
• Experience in leading a multi-site corporate distribution and/or client relationship team within a provider, asset manager and/or EBC.
• Proven ability to manage key senior internal stakeholders.

Whatever your role, we reward performance and behaviour with a package that looks after all the things that are important to you. Here are some of the benefits we offer:

• The opportunity to participate in our annual, performance-related bonus plan and valuable share schemes 
• Generous pension contribution
• A company car allowance
• Life assurance  
• Private medical insurance (permanent employees only)
• At least 30 days holiday, plus public holidays. There’s also the option to buy and sell holiday
• Competitive family leave
• Participate in our electric car scheme, which offers employees the option to hire a brand-new electric car through tax efficient salary sacrifice
• Recommend L&G as a wonderful place to work and earn referral money if someone you know joins us
• Access to hundreds of discounts, both for our own products and at a range of high street stores and online  
• Flexible working options, including recently redesigned and award-winning offices which are great spaces to connect and collaborate and have your wellbeing at the heart

#EXEC-L

Legal & General is a leading financial services group and major global investor, named Britain’s Most Admired Company in 2023, for the second year running. Rated top in our sector and top for inspirational leadership, we have a strong heritage and an exciting future.

We aim to build a better society for the long term by investing our customers’ money in things that make life better for everyone.

If you join us, you’ll be part of a welcoming culture, with opportunities to collaborate with people of diverse backgrounds, views and experiences. Guided by leaders with integrity who care about your future and wellbeing. Empowered through initiatives which support people to develop their careers and excel.

We strive to be open, mindful and inclusive, so are always willing to discussing flexible working arrangements and reasonable accommodations for candidates with specific needs.

If you’re open to find out more, we'd love to hear from you.