Senior Associate – Business Development (Institutional Business)

ICEA LION Group is a financial services company offering banking, financial, and insurance solutions in Kenya.

The Senior Associate – Business Development (Institutional Business) will lead the acquisition and growth of ICEA LION Asset Management’s non-pension institutional portfolio, focusing on consolidators, trusts, endowment funds, NGOs, and private entities. The role will originate and secure new mandates, build governance-level relationships, and drive sustainable growth in the assets under management. The role will also provide support and oversight on pension mandate acquisition and retention across segregated schemes, umbrella funds, and the income drawdown solution.

1. Lead the development and execution of growth strategy for targeted institutional segments, including non-pension mandates and pension schemes.
2. Originate, structure, and close new non-pension institutional mandates to diversify and grow the segment, with primary focus on consolidators, trusts, endowments, NGOs, and private entities etc.
3. Provide support and oversight on pension mandate acquisition and retention, including segregated schemes, umbrella funds, and the income drawdown solution, working closely with the pension business lead.
4. Own and manage a robust pipeline of institutional prospects, ensuring disciplined follow-up, strong conversion ratios, and measurable AUM growth from the non-pension segment.
5. Lead preparation, presentation, and defence of tenders, RFPs, and proposals to trustees, governance committees, and executive stakeholders.
6. Provide market intelligence and client insights to influence product positioning and competitive pitch strategy.
7. Drive AUM growth in line with agreed strategic targets and report on pipeline, mandate wins, and revenue performance.
8. Build and maintain relationships with clients and other stakeholders.
9. Lead mandate review meetings and contract renewal discussions to secure long-term partnerships.
10. Identify cross-selling and upselling opportunities across the institutional portfolio.
11. Contribute to the preparation and maintenance of marketing materials for institutional solutions.
12. Represent the company in industry forums, trustee engagements, and institutional events to strengthen market presence.
13. Monitor competitor activity and market trends to inform strategy and pitch positioning.

1. Strong sales, negotiation, and business development capability within the institutional or pension market.
2. Excellent communication, presentation, and proposal writing skills.
3. Strong relationship management and networking skills with the ability to engage trustees, board members, executives, investment committees, consultants, and institutional stakeholders.
4. Sound knowledge of institutional investment management, capital markets, and governance frameworks within trusts, endowments, NGOs, private entities, and pension schemes.
5. Strong analytical and problem-solving ability with attention to detail.
6. High integrity, drive, and results orientation
7. Bachelor’s degree in Business, Finance, Economics, or a related field from a recognised university.
8. Minimum 7 years’ experience in institutional sales, corporate banking, investment banking, stockbroking, asset management, or pension fund management.
9. Demonstrable experience in business development or client relationship management within institutional or corporate segments.
10. Relevant professional qualification (e.g. CISI, ICIFA, CFA or equivalent) is an added advantage.