Head of Sales

Mediolanum International - Ireland; Dublin; On-site; EUR 120,000 - 180,000; Full time

Job summary

Mediolanum is seeking a Head of Sales to lead the Business Development Team and convert strategic priorities into market plans across Europe.

The role focuses on distributor engagement, technical communications, and the expansion of AI-enabled content, ensuring compliant and results-driven commercial activity.

Qualifications

• Execution focus: turns strategy into actionable plans and measurable delivery.
• Results-driven leadership: sets high performance expectations with clear accountability.
• Commercial judgement: understands distributor economics and adviser needs.

Responsibilities

• Own the execution of the commercial strategy across Italy, Spain and Germany with clear market plans and milestones.
• Define market-specific commercial plans with ownership and success measures.
• Drive distributor engagement and commercial implementation for financial adviser channel.
• Coordinate execution with Group distributors in Italy/Spain and third-party distributors in Germany.
• Monitor delivery, gather feedback, and adjust initiatives to strengthen execution.
• Provide clear reporting on progress, challenges and opportunities to senior management.

Skills

Execution

Team leadership

Commercial judgement

Technical credibility

Partnership

AI governance

Client focus

Languages: Italian/Spanish/English

Job description

We have a fantastic opportunity available for a Head of Sales to join the Business Development Team at Mediolanum.

The Head of Sales is accountable for the effective execution of the commercial strategy across the relevant European markets.

The role translates strategic priorities into market-specific plans, distributor engagement, technical communications, adviser content and measurable commercial activity. It combines strong knowledge of retail financial adviser distribution with disciplined delivery, cross-functional leadership and the continued development of AI-enabled content capabilities.

The target distribution model prioritises financial advisers. The firm supports advisers and their clients by promoting financial literacy and positioning investment solutions within a broader financial planning context.

The Head of Sales must ensure that commercial execution, technical communications and adviser engagement consistently reflect this model.

• Italy and Spain: Lead the execution of the captive distribution strategy, working in close partnership with Group distributors and their commercial and communications teams.
• Germany: Lead the execution of the commercial strategy through third-party distributors, adapting the proposition, engagement model and supporting content to the needs of the local market and distributor relationships.
• Ensure that market activity is coordinated, commercially focused and consistent with product, investment, brand, regulatory and compliance requirements.

Key Responsibilities:

• Own the execution of the commercial strategy across Italy, Spain and Germany, converting agreed strategic objectives into clear market plans, priorities, initiatives and delivery milestones.
• Define and maintain market-specific commercial plans, with clear ownership, sequencing, dependencies and success measures.
• Drive distributor engagement and commercial implementation, ensuring that initiatives are relevant to the financial adviser channel and support advisers in their client conversations.
• Coordinate execution across Group distributors in Italy and Spain and third-party distributors in Germany, recognising the different operating models and relationship requirements.
• Monitor delivery, commercial traction and feedback from distributors and advisers, and recommend timely adjustments to strengthen execution.
• Provide clear reporting to senior management on progress, challenges, opportunities, decisions required and agreed follow-up actions.

2. Technical communications strategy

• Define, own and deliver the technical communications strategy for financial advisers and, where appropriate, their clients.
• Ensure that the technical communications strategy provides a substantive input into the wider marketing strategy, including adviser needs, market priorities, content themes, campaign requirements and distribution considerations.
• Translate investment, product and market expertise into technically robust, accessible and commercially relevant communications that advisers can use within a financial planning conversation.
• Partner with Marketing, Communications, Product, Investments, Compliance and distributor teams to establish an effective content calendar and deliver materials across suitable formats and channels.
• Maintain clear standards for technical accuracy, audience suitability, consistency, timeliness and regulatory review.

3. AI-enabled adviser and client content

• Continue to develop and leverage the existing AI platform to support the ongoing creation, adaptation and delivery of content for financial advisers and their clients.
• Build a scalable content approach that can respond to different markets, distributor models, adviser needs, client segments and communication formats while maintaining appropriate quality controls.
• Use AI capabilities to increase the relevance, frequency and efficiency of content production, without compromising technical accuracy, brand standards, governance or regulatory requirements.
• Establish an effective feedback loop with advisers, distributors and internal stakeholders so that content priorities evolve in line with market needs and user experience.
• Work with the relevant technology, data, compliance and business teams to strengthen the platform roadmap, operating model and adoption.

4. Adviser proposition and financial literacy

• Champion a distribution model that prioritises financial advisers and recognises their role in helping clients make informed decisions through financial planning.
• Ensure that commercial initiatives and communications help advisers explain investment concepts, market developments, products and portfolio considerations clearly to clients.
• Promote financial literacy through practical, relevant and understandable content, while avoiding oversimplification or unsubstantiated claims.
• Gather insight from advisers and distributors to strengthen the proposition, identify content gaps and improve the usefulness of sales support.

5. Distributor and stakeholder leadership

• Build trusted relationships with senior stakeholders across Group distributors in Italy and Spain and third-party distributors in Germany.
• Work closely with distributor commercial and communications teams to align priorities, plan activity and support effective local execution.
• Lead cross-functional delivery across Sales, Marketing, Communications, Product, Investments, Compliance, Legal, Technology and Operations, as relevant.
• Create clarity on roles, decisions and timelines, and actively resolve execution barriers.
• Represent market and adviser perspectives in internal planning and decision-making.

Skills and Competencies:

• Execution focus: Converts strategy into clear priorities, accountable plans and measurable delivery.
• Results-driven team leadership: Sets demanding performance expectations, maintains close oversight of team activity and outcomes, and intervenes decisively when delivery is off track. Delegates with clear accountability, actively follows through and takes personal ownership for achieving results.
• Commercial judgement: Understands distributor economics, adviser needs, market dynamics and the practical levers that support growth.
• Technical credibility: Communicates investment and product matters accurately and clearly to professional and retail audiences.
• Partnership: Influences across organisational boundaries and builds effective relationships with distributors and internal teams.
• Innovation with control: Uses AI and digital capabilities pragmatically while protecting quality, governance and compliance.
• Client and adviser orientation: Keeps the financial adviser and end-client experience at the centre of commercial decisions.
• Fluency in Italian and/or Spanish, with strong business English. German language capability would be an advantage.

Qualifications and Experience:

• Strong, practical knowledge of the retail financial adviser distribution channel, including how advisers operate, engage clients and use technical and commercial content within a financial planning process.
• Significant sales or distribution experience in asset management, investment solutions or a closely related financial services environment.
• Demonstrated experience executing commercial strategies through distributors and converting strategy into sustained market activity.
• Experience developing technical communications, adviser content or sales enablement materials in partnership with Marketing and subject-matter experts.
• Ability to work effectively across multiple markets, functions and stakeholder groups in a regulated environment.
• Sound understanding of investment products, markets and the needs of retail investors and financial advisers.
• Experience working with a captive distribution model and with Group-owned or affiliated distributors.
• Experience working with third-party distributors, particularly in Germany.
• Experience using AI-enabled platforms or digital tools to produce, personalise, manage or distribute content at scale.
• Direct knowledge of the financial adviser retail distribution channel in Italy and/or Spain.