Business Development Manager - Glacier Invest at Sanlam Group

Job Purpose 

• The Business Development Manager is responsible for developing and maintaining a portfolio of Investment focussed Intermediaries, increasing the Sanlam Group’s retail investment market share, and executing the Glacier strategy. The role focuses on new business development, portfolio growth, intermediary enablement, and delivering a superior adviser experience. This role is based in Pretoria. 
• Glacier Invest DFM – Who are we?
• Glacier Invest researches, identifies, blends and manages portfolios that give you access to the best investment managers, with the aim of achieving the best possible returns at the appropriate level of risk. We design and blend unique portfolios based on a deep understanding of our clients’ investment aims and a fundamental insight into how they perceive risk.
• By developing a mutual understanding of their investment aim and philosophy, we can assist them in achieving their investment goals in the long run. Our comprehensive investment offerings include both passively and actively managed unit trusts, hedge funds, alternatives and segregated- and pooled portfolios. 

Key Outcomes

The following outcomes will be expected to be achieved by the Business Development Manager:

• Execute clearly defined strategic objectives and regional business plans.
• Strengthen Glacier’s presence and reputation in the region through consistent engagement, thought leadership, professional conduct and high-quality service interactions.
• Collaborate closely with the National Sales Manager, Glacier Platform Business Development Managers and broader Sanlam Group sales ecosystem to develop and deliver regional client strategies, including sales, retention and growth plans.
• Understand clients’ evolving needs and coordinate with relevant internal stakeholders to deliver appropriate products, solutions, service support and client experience outcomes.
• Actively manage, strengthen and grow key client and intermediary trusted relationships through proactive engagement, segmentation and value-led support.
• Grow a profitable Glacier Invest supporter base, retain and deepen existing relationships, and drive new inflows by converting opportunities into sustainable business.
• Contribute to the overall Glacier profitability of the region by achieving supporting the broader business targets and performance objectives.
• Position and communicate Glacier’s value proposition clearly and effectively, while acting as a professional and consistent interface between Glacier and clients.
• Prepare and deliver relevant presentations and contribute to client feedback reports where required.
• Develop and maintain a structured opportunity pipeline, using sales data, market insights and activity reporting to prioritise opportunities, monitor performance and guide business development actions.
• Support intermediary education and capability building by increasing awareness and understanding of relevant solutions, tools, processes and investment propositions.
• Drive disciplined execution through measurable activity plans, clear opportunity ownership, progress tracking and regular performance review.
• Support regional campaigns, events and intermediary engagement initiatives that create measurable commercial outcomes.
• Proactively identify risks to retention, supporter loyalty or new business growth, and implement appropriate mitigation actions.
• Maintain high standards of governance, compliance and professionalism in all business development activities.

Qualifications and Experience

• Over 5 years of experience as a Business Development Manager in the Asset Management industry.
• Relevant bachelor’s degree (e.g. BCom).
• Relevant postgraduate qualification (e.g. CFP) and existing network would be advantageous. 
• Valid driver’s license and own reliable vehicle. 
• The role requires traveling throughout the area of responsibility.

Competencies

• Good understanding of the financial (asset manager/LISP/DFM) landscape, different players and key needs.
• Has a very strong collaborative mindset.
• Strong commercial and business management abilities.
• Good analytical skills.
• Strong people and relationship management skills.
• Excellent communication skills.
• The capacity and ability to clearly articulate and package the Glacier Invest value proposition to Independent Financial Advisors.
• Existing track record of success within the industry, especially among Independent Financial Advisors.
• Demonstrable in-depth understanding of Linked Investment Service Provider (LISP) industry as well as LISP product offering.
• Strong Financial Services sales and marketing experience.

Attributes

• Positive, initiative-taking “can-do” attitude
• Prominent levels of self-confidence
• Integrity, honesty, and professionalism
• Ability to work independently and take ownership

What will make you successful in this role?

Qualification and Experience

• Degree or Diploma with 8 to 10 years related experience.

Knowledge and Skills

• Technical advice and support
• Client relationship management
• Business plan development and implementation
• Production target achievement and budgeting
• Compliance and risk management