Business Development Manager 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 will support Central Johannesburg, West Rand and Vaal Triangle distribution partners and clients. 

Key Outcomes

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

Business & Portfolio Growth

• Attract new business and increase retention of existing investment flows.
• Source, onboard, and activate new Intermediaries for Glacier.
• Achieve profitable annual sales volumes and meet monthly targets by actively managing an Intermediary portfolio.
• Grow regional business via Independent Financial Intermediaries and Sanlam Connect (sales, training, marketing, and client services).

Intermediary Support & Enablement

• Implement a structured Intermediary support model to ensure effective collaboration between the Channel, the Intermediary, and Sanlam Group product providers.
• Provide accurate investment, product, fund, service, and investor information.
• Train and upskill Intermediaries and their support staff to improve advice capability and practice sustainability.
• Equip Intermediaries with technology, reporting tools, and business development insights to support profitable practices.
• Drive the adoption and effective use of Glacier’s digital platforms and tools (Web Hub, Investment Hub, etc.).

Stakeholder Engagement & Internal Collaboration

• Support investment campaigns and marketing initiatives.
• Contribute to product implementation through presentations, insights, and client service support.
• Manage the Business Development Coordinator.
• Maintain and coordinate Service Level Agreements (SLAs) with internal and external stakeholders.

Compliance & Governance

• Ensure full adherence to regulatory requirements including FAIS and FICA.
• Promote ethical, compliant, and professional conduct at all times.

Qualifications and Experience

• Relevant financial/investment tertiary qualification. A BCom investment management or economics qualification and CFP will be beneficial.
• 5 plus years’ experience in an investment industry distribution environment. 
• Extensive experience supporting and developing IFA investment practices.
• A proven sales track record within the investment industry.
• Deep technical knowledge of retail Collective investments, Linked Investment Service Provider platform, financial industry structures, and market trends.
• Valid driver’s license and own reliable vehicle.
• The role requires traveling throughout the area of responsibility.

Competencies

• Resilience and tenacity in a sales environment.
• Relationship building and stakeholder management.
• Leadership and people-management skills.
• Team contribution and collaboration.
• Target and performance orientation.
• Strong client service ethic.
• Effective communication and presentation skills (Afrikaans & English).
• Impact and influence.
• Innovative and strategic thinking.
• Entrepreneurial mindset.
• Consultive skill and creativity
• Strong problem-solving skills 
• Creating insight into opportunities skill
• Ability to work under pressure
• Confidence in presenting to large audiences
• Ability to simplify and train complex investment concepts
• Effective networking capabilities

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?

Assist in growing the Sanlam Adviser Business

• Be committed to the marketing plans and targets set for growing and developing the business as set forward by the distribution strategy.
• Apply knowledge and understanding of market segmentation and customer profiles to support sales and growth within the defined market.

Undertake relevant behaviours to attain targets relating to:

• Revenue generation (Single and recurring premiums)
• Activity quotas
• Promote the Sanlam brand
• Treating customers fairly to be applied to all client engagements
• Role is aligned to your personal career aspirations

Networking, prospecting and leads generation

• Face to face interactions, social or business, to create business opportunities.
• Prospecting of new clients through creative opportunities such as business/social networks, associations or ad hoc presentations.
• Turning trusted relationships into business relationships.
• Strengthening existing relationships by increasing the current service.
• Use existing sources to establish opportunities across Sanlam businesses.
• Personalised client value propositions.
• Marketing on social media.
• Undertake selected client focused activities to generate leads and informal prospecting opportunities.
• Mining of existing client base to identify marketing gaps and sales opportunities within the middle-high and affluent market.
• Structuring and implementing focused campaigns with new or existing clients in the defined market.
• Requesting active and ongoing leads and referrals from others.
• Monitoring and respond to client activities such as maturities, cancelations or surrenders within the defined market.

Client consultations and sales

• Ensure all client interactions are compliant in terms of disclosures and advice given (provide written/ electronic information required for compliance).
• Undertake comprehensive fact finding with each client to lift needs and priorities. Document these findings.
• Conduct a financial needs analysis, using the relevant e-tools / instruments or systems, to ascertain the clients full financial situation; or utilise the services of a Para-Planner for this. (Draw policy history).
• Provide sound personal financial planning advice.
• Apply financial knowledge in putting together a plan that meets the needs of the client for a balanced portfolio.
• Present financial solutions to the client in a professional and competent manner aligned to Treating Customers Fairly.
• Use relevant processes and system tools to capture analysis information and update records accordingly.
• Review client portfolio annually by undertaking the above steps.

Client Service

• Ensure all client interactions are ethical, courteous and professional.
• Follow-up or refer all existing business queries to be resolved timeously through support.
• Strive for excellent, value-added service to clients so that they do not seek competitor products or services.
• Undertake continuous learning in terms of knowledge, skills and market/industry issues so as to service clients within the defined market.
• Initiate long term client relationships and maintain a relational focus.

Monitor, update and reporting (weekly/monthly)

Document and present the following activities:

• Number and profile of contacts, appointments, consultations.
• Issued business and revenue against targets.
• Update client details on records.
• Appropriate workflow and activity monitor system entries.

Qualification and Experience

• BCom or equivalent with 7 years related experience.
• Financial Advisory and Intermediary Services Act (FAIS) "Fit and Proper" requirements and Regulatory Examination successfully completed if registered with Financial Sector Conduct Authority (FSCA) for more than 24 months.