Area Manager: Alternative Distribution (Eastern Cape) at Sanlam Group

What will you do?

• The purpose of an Area Manager is to oversee and manage multiple branches within a specific geographic region, ensuring operational efficiency, performance, and strategic alignment with organizational goals through business insurance and lending
• Contribute to the implementation of geographical Alternative Distribution channel’s retail branch strategy
• Demonstrate inspirational leadership to support and manage Branch Managers
• Drive business innovation through partnerships with identified partners within the group. 
• Support the implementation of the Area strategic plan for Alternative Distribution Channel
• Represent the ambassadorial ‘face of the Area’ in terms of community events and sales campaigns
• Embrace collaboration and synergy between all channels across segments in the designated geographical area to drive sales and market share growth 
• Accountable for achievement of the Area’s profitability (VNB and expense management) for the province
• Ensure adherence to compliance and risk management for the designated area
• Ensure operational excellence within the designated area
• Support the development of talent, and drive transformation agenda.

Strategic Leadership:

• Form part of the Provincial Mancom that takes collective accountability for the decision making and leadership of the Area
• Analyse market changes, competitors, risks, opportunities and threats and create contingency plans for these in order to protect and grow market share 
• Be overall accountable for the profitability and success of the designated area with respect to strategic attainment of business plans, decision making, operations, sales, compliance and customer service 
• Understand the overarching Alternative Distribution channel’s retail branch strategy and vision in order to co-create (with the Branch Managers and Area Manco) and aligned national distribution strategy that incorporates all channels across the different segments

Operational Leadership:

• Provide feedback to the Provincial General Manager on the implementation of the strategic direction for the geographical area of the business unit
• Provide regular operational direction to align with strategic objectives of the Channel.
• Monitor and track branches’ operational plans
• Ensure the effective implementation of all company policies
• Follow through and provide feedback on adverse audit findings and the implementation thereof.  

Area Ambassador Role:

• Be the face of the Area (Cross Channel), an ambassador for clients, stakeholders and intermediaries in the province (relationship building, events, recognition conferences, networking, opening doors, influencing etc.)
• Positioning of Sanlam as a brand and business on provincial level in the market with key public and private market stakeholders
• Engage with industry bodies (i.e. business and community forums)
• Develop and maintain provincial business partnerships within the financial services community (including competitor liaison when required)
• Host events and functions that drive recognition 
• Forge close relationships and influence with Product Houses and key HO functions on behalf of the province in order

What will make you successful in this role?

• Drive change and business innovation within the province
• Drive and support the Alternative Distribution retail branch strategy
• Act as sponsor for all major internal change initiatives (i.e. restructuring) within the area’s communication/visibility, change management and support activities
• Identify areas within the provincial operation that need to be made more effective, cost efficient or client centred; and create actions and projects to improve these through innovation
• Create a culture of innovation within the province
• Encourage and reward staff for business innovation ideas that save costs, increase value add or make processes more effective

Build and Develop Relationships, Networks and New Markets:

• Partner with the Provincial General Manager to attend and host selected client engagement opportunities (i.e. golf days, wine tasting etc.,) in order to market Sanlam
• Personally undertake to engage with and contact/network with such ‘high value’ clients/companies in support of marketing initiatives
• Look for opportunities to penetrate less utilized market segments within the region. Formulate creative value propositions and strategies to gain access to, and contract clients/leads working in these markets
• Network, build partnerships and contract internally with different Product Providers, SPF Distribution and other key stakeholders to enable the execution and support of the geographical area’s strategy
• Provide support to the Branches in implementing the service and sales strategy for all walk-in clients.
• Provide regular feedback to the Provincial General Manager.  
• Play an active role in providing input to the development and implementation of Client Satisfaction tools/indices.  

People Management:

Recruitment and Selection:

• Ensure that high potential talent is sourced and selected into the area to support the vision and talent succession needs
• Retention of staff as a business imperative

Diversity and Transformation:

• Embrace transformation in the area. Promote and communicate transformation as a key strategy within the area and support initiatives to achieve DTI targets and EE Targets
• Align HR practices and decisions within the area, with respect to recruitment and promotion of staff, to support transformation targets
• Recruit, groom and develop branch consultants and Management into the business for future succession planning

Train, Coach and Mentor Staff:

• Ensure all direct reports have development plans, discussions and are suitably trained for their positions
• Ensure there is ongoing and robust vesting and development of branch consultants within the designated area
• Ensure that direct reports are coached, developed and motivated to become productive and vested as soon as possible
• Act as mentor to key staff within the area

Performance Contracting and Management:

• Undertake effective performance contracting with all direct reports (Scorecards)
• Ensure updated job profiles, competency models and KPA documents for all staff
• Update and manage annual and sick leave  
• Achieve EE appointment/promotion ratios 
• Undertake staff career development and talent retention strategies

Qualification and Experience:

• Grade 12 / Matric
• A business-related degree or diploma qualification or related field (an advantage)
• FAIS Accredited Long-term Insurance (Funeral) and Lending
• Passed FAIS Regulatory Examination (RE1)
• Continuous Professional Development (CDP) complaint 
• Meet al Fit and Proper requirements.
• Meet all the requirements for each Class of Business.
• At least 5 years related experience in the following but not limited:  3 years or more Long-term and or Lending experience in a sales and servicing capacity.
• A strong track record of success with prior experience in a retail branch distribution role

Knowledge and Skills:

• Sound Financial Services experience at a middle management level 
• At least 3 years Sales and Distribution exposure
• At least 3 years sound management and leadership experience
• Insurance and Financial Sector Industry
• Comprehensive Long-term and Lending Product Knowledge
• FSCA and Prudential Authority Framework and Requirements
• FAIS and Consumer Acts
• POPIA, AML, KYC to mention a few
• Basic understanding of underwriting discipline
• Insurance and Financial Sector Regulatory bodies
• Ombudsman (Long-term Insurance)
• National Credit Act and Regulatory Authority