Sales Director - DB Administration

Capita plc

Job Overview

Location

Home-Based - GBR

Job Type

Full-time

Full Job Description

📋 Description

• Sales Director - DB Administration: Lead the origination and conversion of large Defined Benefit (DB) pensions outsourcing opportunities, focusing on run-on schemes to drive aggressive growth for Capita Pension Solutions.
• Develop and execute targeted sales strategies, build sustainable pipelines, identify early-stage opportunities, and manage complex, high-value sales processes from origination to contract signature.
• Operate within Capita Pension Solutions Ltd (CPSL), part of the Capita Experience Division, which has grown year-on-year for the last five years and is focused on delivering better outcomes for clients, members, and colleagues through strategic DB pensions outsourcing.
• Build deep, trusted relationships with professional trustees, scheme trustees, Third Party Evaluators (TPEs), and employee benefit consultants; represent the organisation at industry forums and shape client strategy to secure long-term outsourcing mandates.
• Align cross-functional teams including client relationship, product, operations, commercial, pricing, and legal teams to deliver compelling proposals and ensure alignment between client needs and operational deliverability.
• Contribute to the evolution of the DB run-on proposition, translate market insight into actionable strategies, and champion a client-centric approach focused on trustee and member outcomes.
• Develop expertise in DB scheme dynamics, trustee decision-making, and multi-stakeholder sales cycles while leading bid teams in high-pressure environments.
• Grow commercially through negotiation, pricing strategy, and deal structuring, with a relentless focus on converting opportunities into wins in a competitive, relationship-led market.

🎯 Requirements

• Proven track record of winning large, complex outsourcing or administration deals within the DB pensions market.
• Established network across professional trustee firms, Third Party Evaluators (TPEs), and key industry influencers with credibility to engage at Board and Trustee level.
• Demonstrated experience managing long, multi-stakeholder sales cycles with high deal values and the ability to shape and close deals in competitive environments.
• Strong commercial mindset, skilled in negotiation, pricing strategy, deal structuring, and exceptional stakeholder management and influencing skills.
• Ability to lead cross-functional bid teams and align internal teams including client relationship, product, operations, commercial, pricing, and legal functions.
• Strategic thinker with strong execution discipline, resilient in long-cycle, high-stakes environments, and passionate about improving outcomes for schemes and their members.

🏖️ Benefits

• 23 days’ holiday (rising to 27) with the opportunity to buy extra leave.
• Company matched pension, life assurance, cycle2work scheme, 15 weeks’ fully paid maternity, adoption and shared parental leave, and two weeks’ paternity pay.
• Voluntary benefits including discounts on retail and socialising, health & wellbeing, travel, and technology.
• Opportunity to take a paid day out of the office to volunteer for charity partners or a cause of your choice.
• Access to Employee Network Groups representing every strand of diversity for connection and learning on an open, inclusive platform.

Skills & Technologies

Onsite

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Capita plc

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About Capita plc

Capita plc is a UK-based business process outsourcing and professional services company. It provides customer management, administration, and consulting services to central and local government, defence, education, transport, and private-sector clients. Capita operates in technology, people, and business process solutions, handling functions such as customer service, HR, finance, and digital transformation. The company manages large-scale contracts, including health assessments, learning services, and emergency response systems. Founded in 1984 and headquartered in London, Capita employs tens of thousands across the UK and internationally, delivering managed services and technology-enabled solutions to improve operational efficiency and public service outcomes.

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