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- Tasks: Lead sales for large DB pensions outsourcing, building relationships and driving growth.
- Company: Capita Pension Solutions, a dynamic company focused on innovative pension solutions.
- Benefits: Generous holiday, matched pension, life assurance, and flexible working options.
- Other info: Home-based role with opportunities for personal and professional development.
- Why this job: Join a high-impact team and shape the future of pension solutions.
- Qualifications: Proven success in large outsourcing deals and strong relationship-building skills.
The predicted salary is between 80000 - 100000 £ per year.
Capita Pension Solutions Ltd (CPSL), part of the Capita Experience Division, aims to deliver better outcomes for clients, members and colleagues. We have grown year on year through new logo sales and account growth. We are targeting aggressive growth over the next five years with digital, operational and structural plans to support it. We are seeking a high-impact, commercially driven Sales Director to lead the origination and conversion of large Defined Benefit (DB) pensions outsourcing opportunities, with a particular focus on run-on schemes. This role is pivotal in building and converting a sustainable pipeline of high-value opportunities by developing deep, trusted relationships across the trustee ecosystem. You will operate at the most senior levels of the market—partnering with professional trustees, influencing third-party evaluators (TPEs), and shaping client strategy—to secure long-term outsourcing mandates. Success will be defined not just by revenue, but by your ability to create demand, influence outcomes, and consistently win in a competitive and relationship-led market.
Key Responsibilities
- Market Leadership & Origination: Develop and execute a targeted sales strategy focused on large DB schemes pursuing a run-on strategy. Build a high-quality, sustainable pipeline of outsourcing opportunities across priority segments. Identify early-stage opportunities and position the business ahead of formal procurement processes.
- Industry Network & Relationship Development: Establish and maintain deep relationships with professional trustee firms, scheme trustees and chairs, third party evaluators (TPEs) and independent advisers, employee benefit consultants and wider intermediaries. Act as a recognised and credible voice within the DB pensions market, leveraging network influence to create and shape opportunities. Represent the organisation at key industry forums, events, and thought leadership platforms.
- Deal Leadership & Conversion: Lead complex, high-value sales processes from origination through to contract signature. Own the full sales lifecycle including opportunity qualification, bid strategy and positioning, commercial structuring and negotiation, final conversion and contract close. Navigate long sales cycles with multiple stakeholders, maintaining momentum and strategic clarity throughout.
- Pipeline Growth & Management: Drive disciplined pipeline management, ensuring strong coverage against revenue targets. Maintain clear visibility of opportunity progression, risks, and conversion strategies. Implement structured qualification frameworks to prioritise winnable deals.
- Internal Stakeholder Leadership: Act as the central orchestrator for large deal pursuits, aligning client relationship teams, proposition and product specialists, operations and delivery leads, and commercial, pricing and legal teams. Build and lead high-performing bid teams to deliver compelling, differentiated proposals. Ensure alignment between client needs, commercial objectives, and operational deliverability.
- Strategic Positioning & Thought Leadership: Contribute to the evolution of the organisation’s DB run-on proposition, ensuring it resonates with trustee priorities. Translate market insight into actionable sales strategies and messaging. Champion a client-centric approach, ensuring solutions are grounded in trustee and member outcomes.
What Are We Looking For
- Proven track record of winning large, complex outsourcing or administration deals within the DB pensions market.
- DB scheme dynamics and run-on strategies; understanding trustee decision-making processes.
- Knowledge of the role and influence of TPEs and professional trustees.
- Demonstrable experience managing long, multi-stakeholder sales cycles with high deal values.
Relationships & Network
- Strong, established network across professional trustee community, TPEs and advisers, key industry influencers.
- Credibility to engage and influence at Board and Trustee level.
Commercial & Sales Leadership
- Highly commercial mindset with a strong drive to win.
- Ability to shape and close deals in competitive environments.
- Skilled in negotiation, pricing strategy, and deal structuring.
- Exceptional stakeholder management and influencing skills.
- Ability to lead cross-functional teams in high-pressure bid environments.
- Strong communication and storytelling capability—able to clearly articulate value and differentiation.
Personal Attributes
- Relentless in pursuing opportunities and converting them into wins.
- Strategic thinker with strong execution discipline.
- Resilient and comfortable operating in long-cycle, high-stakes environments.
- Passionate about improving outcomes for schemes and their members.
About Capita Pension Solutions
At Capita Pension Solutions (CPS) we continue to grow and evolve our Strategy & Product function. We are defining and executing CPS’s strategic goals and developing the next generation of market-leading products and services. We have ambitious objectives and plans for 2026 and beyond.
What’s in it for you?
- 23 days’ holiday (rising to 27) with the opportunity to buy extra leave.
- Company matched pension, life assurance, a cycle2work scheme, 15 weeks’ fully paid maternity, adoption and shared parental leave, paternity pay of two weeks.
- Voluntary benefits designed to suit your lifestyle – from discounts on retail and socialising, to health & wellbeing, travel and technology.
- The opportunity to take a paid day out of the office, volunteering for our charity partners or a cause of your choice.
- Access to our Employee Network Groups, representing every strand of diversity.
What We Hope You’ll Do Next
Choose ‘Apply now’ to fill out our short application, so that we can find out more about you. We’re an equal opportunity and Disability Confident employer, committed to an inclusive, barrier-free recruitment process and working environment. If you need the job description or application form in an alternative format, or if you’d like to discuss other adjustments, please email Iqbal at reasonableadjustments@capita.com or call 07784 237318. For more information about equal opportunities, visit the Capita Careers website. We’re committed to building a diverse and representative workforce and would particularly welcome applications from women and from Black, Asian and other ethnic minority backgrounds. Access to Work can help candidates with health conditions or disabilities to get support in the hiring process. If you require this support, apply for it at the UK government site.
Location: Home-Based - GBR, United Kingdom
Time Type: Full time
Contract Type: Permanent
Sales Director - DB Administration employer: Capita
Contact Detail:
Capita Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sales Director - DB Administration
✨Tip Number 1
Network like a pro! Get out there and connect with industry professionals, especially those in the DB pensions market. Attend events, join forums, and don’t be shy about reaching out on LinkedIn. Building relationships can open doors to opportunities that aren’t even advertised!
✨Tip Number 2
Be the expert! Stay updated on the latest trends and challenges in the DB pensions space. Share your insights and opinions on social media or at industry events. When you position yourself as a thought leader, people will naturally gravitate towards you for opportunities.
✨Tip Number 3
Practice your pitch! You never know when you’ll meet someone who could help you land that dream job. Have a clear, concise way to explain who you are, what you do, and what you’re looking for. Make it engaging and memorable!
✨Tip Number 4
Apply through our website! We’ve got some fantastic roles waiting for you, and applying directly shows your enthusiasm. Plus, it’s a great way to ensure your application gets seen by the right people. Don’t miss out on your chance to shine!
We think you need these skills to ace Sales Director - DB Administration
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter to highlight your experience in the DB pensions market. We want to see how your skills align with our goals, so don’t hold back on showcasing your achievements!
Showcase Your Network: Since building relationships is key for this role, let us know about your connections within the professional trustee community and TPEs. Mention any relevant industry events you've attended or forums where you've made an impact.
Be Clear and Concise: When writing your application, keep it straightforward and to the point. We appreciate clarity, so make sure your key achievements and experiences stand out without unnecessary fluff.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for this exciting opportunity. Don’t miss out!
How to prepare for a job interview at Capita
✨Know Your DB Pensions Inside Out
Before the interview, make sure you brush up on your knowledge of Defined Benefit pensions and run-on strategies. Understand the key players in the market, including professional trustees and third-party evaluators. This will help you speak confidently about how you can influence outcomes and create demand.
✨Showcase Your Network
Be prepared to discuss your established relationships within the DB pensions community. Highlight specific examples of how you've leveraged these connections to win deals or shape client strategies. This demonstrates your credibility and ability to engage at senior levels.
✨Master the Sales Lifecycle
Familiarise yourself with the entire sales process from origination to contract signature. Be ready to share your experiences managing long sales cycles and how you maintain momentum with multiple stakeholders. This shows that you can navigate complex environments effectively.
✨Demonstrate Strategic Thinking
Think about how you can contribute to the evolution of the organisation’s DB run-on proposition. Prepare to discuss how you translate market insights into actionable sales strategies. This will highlight your strategic mindset and your passion for improving outcomes for schemes and their members.