Head Of Sales

Head of Sales

Industry: Financial Services | Investment Management | Fund Management | Stockbroking

Location: Abuja, Nigeria

Work Structure: Full-Time | Onsite

Reports To: Managing Director / Chief Executive Officer

Compensation: Competitive

Client Overview
Our client is a leading Nigerian financial services company operating across fund management, portfolio management, investment advisory, and stockbroking. The company is regulated by the Securities and Exchange Commission (SEC) and provides investment solutions and capital-market services to individual, corporate, institutional, and high-net-worth clients.
As part of its growth strategy, the company is seeking an experienced Head of Sales to lead its sales function, drive client acquisition, grow assets under management, strengthen institutional relationships, and expand revenue across its investment and capital-market offerings.

Role Purpose
The Head of Sales will provide strategic and commercial leadership for the organisation's sales function, developing and executing strategies to drive new client acquisition, assets under management growth, revenue generation, client retention, and market expansion.
The role will be responsible for building and managing a high-performing sales team while personally developing relationships with high-net-worth individuals, corporates, institutional investors, pension-related stakeholders, family offices, and other strategic clients.
The successful candidate will have strong knowledge of the Nigerian financial services and capital markets landscape, with a proven track record in investment product sales, wealth/investment management, portfolio management, fund distribution, or stockbroking.

Key Result Areas

• Sales Strategy & Business Development
• Client Acquisition & Revenue Growth
• Investment Product Distribution
• Institutional & HNI Relationship Management
• Sales Team Leadership & Performance
• Assets Under Management (AUM) Growth
• Client Retention & Relationship Management
• Market Expansion & Strategic Partnerships
• Sales Reporting, Analytics & Forecasting
• Regulatory & Compliance Adherence

Key Responsibilities

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.

Core Competencies

• Strategic sales leadership
• Investment product knowledge
• Business development and client acquisition
• HNI and institutional relationship management
• AUM growth and asset mobilisation
• Strong commercial and financial acumen
• Sales negotiation and closing skills
• Strategic networking and relationship building
• Market intelligence and competitor analysis
• Team leadership and performance management
• Excellent communication and presentation skills
• Strong analytical and reporting skills
• Customer-centric approach
• High level of integrity and professionalism
• Strong understanding of regulatory and compliance requirements