Sales Director

At Smart, our mission is to transform retirement, savings and financial wellbeing, across all generations, around the world.

The ROLE

The Sales Director will lead the sales strategy and execution for the Smart Pension Master Trust pensions offering, managing a team of Business Development Managers who sell pension solutions through Corporate Advisers, Employee Benefit Consultants (EBCs), partners and direct employer relationships. The role requires a blend of strategic leadership, sales expertise, and deep knowledge of the UK pensions market, specifically in the Master Trust segment.

The Sales Director will be responsible for driving revenue growth, market penetration, and brand visibility in the sector, while maintaining high standards of client service and relationship management. They will have a proven track record of winning medium and large corporate pension plans.

Key Responsibilities:

Sales Leadership & Strategy:

• Develop and execute a comprehensive sales strategy for Master Trust pension solutions, with a clear focus on working through all of the intermediary market including payroll, Accountants and corporate Advisers but with an increasing focus on larger Employee Benefit Consultants (EBCs).
• Lead, motivate, and mentor a team of Business Development Managers to achieve individual and team sales targets.
• Set clear performance objectives and KPIs, and ensure they are met or exceeded by the team.
• Identify key sales opportunities and manage the sales pipeline to maximise conversion rates.
• Stay abreast of market trends, competitor activity, regulatory changes, and client demands in the pensions and employee benefits landscape.

Team Management:

• Provide coaching, training, and development to ensure the business development team has the skills and resources to succeed.
• Conduct regular performance reviews, setting targets and providing feedback to improve individual and team performance.
• Foster a collaborative and results-driven culture within the team, encouraging knowledge sharing and best practices.
• Build strong relationships with EBCs and Corporate Advisers, fostering a high level of trust and collaboration.

Client & Market Engagement:

• Act as the senior point of contact for key clients and prospects, developing and nurturing long-term relationships with both EBCs, partners and end clients.
• Attend meetings and presentations with prospective clients to close high-value sales and drive opportunities for future business.
• Lead the creation of tailored propositions for large and complex clients in the Master Trust space.
• Support the development of marketing materials, sales collateral, and thought leadership content to position the business as a market leader.

Sales Reporting & Analytics:

• Oversee the tracking and reporting of sales activities, performance metrics, and progress against targets.
• Provide regular and detailed sales reports to senior management, offering insights into sales performance and market trends.
• Analyse sales data to identify areas for improvement, new opportunities, and the effectiveness of sales strategies.

Collaboration & Stakeholder Management:

• Collaborate closely with internal departments such as Marketing, Product Development, Operations, and Legal to ensure the sales process is smooth and that client needs are met.
• Represent the company at industry events, conferences, and seminars to enhance brand visibility and generate leads.

Market Development:

• Build and maintain a strong network of relationships with key EBCs and Corporate Advisers, ensuring the business is top-of-mind for Master Trust solutions.
• Seek out new channels and partnerships to broaden the reach of the company’s pensions offerings and increase market share.
• Evaluate and develop opportunities for new products, services, or enhancements to the Master Trust offering.

WHO WE ARE LOOKING FOR

The skills, experience, and aptitudes we are looking for are listed below but please don’t be discouraged from applying if you don’t meet every single one of these criteria – having a ‘can do’ attitude is sometimes more important than being able to tick every box:

• Proven Sales Leadership: At least 8-10 years’ experience in a senior sales or business development role, with a track record of leading teams to exceed sales targets in a pensions, financial services, or employee benefits environment.
• Expert Knowledge of Master Trust Pensions: In-depth understanding of the Master Trust pension market, including regulatory frameworks, market dynamics, and key players.
• EBC Sales Experience: Strong experience working with Employee Benefit Consultants (EBCs) or similar intermediary networks to drive sales and market penetration.
• Relationship Management: Excellent ability to build and manage relationships with key stakeholders, including EBCs, clients, and senior management.
• Strategic Thinking: Ability to set clear sales objectives, develop strategies to achieve them, and adapt quickly to changing market conditions.
• Strong Communication Skills: Exceptional verbal and written communication skills, with the ability to present complex solutions in a clear, compelling manner.
• Leadership and Team Management: Proven ability to manage, motivate, and develop a high-performing sales team.
• Analytical Mindset: Strong commercial acumen with experience in data analysis, reporting, and performance metrics to drive sales performance.
• Industry Networking: Established network within the pensions or employee benefits industry, with a solid understanding of key trends and competitive landscape.
• Educated to degree level or equivalent (preferably in Business, Finance, Economics, or related field).
• Professional qualifications in pensions, financial services, or sales would be advantageous (e.g., DipPFS, PMI, or similar).

WHO WE ARE

We work in partnerships with governments and financial institutions in the UK and internationally. Our cloud-native digital platform is revolutionising how people around the world think about, and save for, their retirement.

At heart, we’re a financial technology business. What we do is all about innovation, and using the power of digital change to put the customer first. Our Engineers will tell you that working at Smart gives you the opportunity to play your part in developing world-class technological solutions, working with – and learning from – like-minded people.

You’ll also find that, across our business, our colleagues love Smart’s culture, and how what we do means better financial outcomes for savers. That feels worthwhile, and it means that what we do, collectively, goes way beyond the nine to five of a typical working day.

Don’t just take our word for it – you can see what our colleagues say about working at Smart on LinkedIn Life and Glassdoor.

BENEFITS

At Smart, one of the eight principles we work to is “We want happy and good people in our team”. We created a list of benefits that helps us achieve this goal:

• 25 days’ holiday per year, increasing with length of service.
• £500 annual training budget to spend on your professional development
• Extensive private healthcare, including dental, eyecare and EAP
• Enhanced sick leave (three months’ pay per year)
• Enhanced maternity and paternity (maternity – 6 months fully paid/paternity – 3 weeks fully paid)
• Death in service insurance cover
• Fully-paid five-week sabbatical after five years of employment
• In office wellbeing, such as manicures, massages and barbers. We also serve free lunch, breakfasts and social drinks weekly.
• Smart employees also enjoy a 50% discount on orders from our sister company Arena Flowers, Britain's most ethical florist. They offer unique hand-tied bouquets, luxury flowers, letterbox flowers, plants and gifts to spend on friends and loved ones or even for yourself.

Visit our careers page at www.smart.co/careers to find our Recruitment Data Policy.

We think Smart is an awesome place to work. If it sounds like somewhere you’d like to work, too, and if you’re ready to play your part in our continued success in the future, then naturally we’d love to meet you.