Client Retention Consultant at Sanlam Group

Sanlam Savings & Closed Book

The Sanlam Personal Finance (SPF) cluster is responsible for Sanlam’s retail business in South Africa. SPF provides clients across different market segments (entry-level, middle-income, affluent, professional market and business owners) with a comprehensive range of appropriate and competitive financial solutions. These include traditional life insurance risk and savings products, investment, retirement, health and fiduciary services. Our products are designed to facilitate long-term wealth creation, protection and niche financing and therefore these solutions are engineered around client needs.
Sanlam Savings & Closed Book, which is one of the businesses within SPF, offers recurring saving solutions to various segments within the market.
As Wealthsmiths we believe in creating and cultivating a positive, energised working environment that gives you every opportunity to achieve success. Sanlam is committed to transformation. Appointments will be made in line with the company’s transformation plan. This commitment is what drives us to achieve a diverse workplace with employment equity as a key goal to create an inclusive workforce, representative of the demographics of our society as well as people with disabilities.

Job Purpose

• To retain business for the Sanlam Savings & Closed business (including but not exclusively Section 14 transfers out)
• The role will, telephonically and through other communication media, liaise with Clients, Brokers, Broker Consultants and Advisors to prevent the outflow of funds.
• To re-build trusting and partnering relationships with contracted brokers.
• To create additional business for Sanlam by forming relationships with un-contracted brokers who are targeting Sanlam clients to transfer them to our competitors.
• This role is a relationship building role serving to protect the Sanlam clients from transferring their policies to competitors, whilst at the same time marketing Sanlam’s flagship products to intermediaries and existing clients.
   

Output/Core Tasks
This is a fixed salary and incentive based role, which includes clawbacks, in the event of a policy not staying on the books for the minimum prescribed period.

Retain Sanlam policies

• Convince intermediaries and/or clients to remain with Sanlam
• Able to upsell or cross-sell existing Sanlam products
• Compare Sanlam’s products (predominantly RA’s) to competitors’ products
• Formulate compelling counter offers to competitor products
• Present and pass on relevant leads to selected intermediaries
• Keep up to date with market trends and competitor offerings

Build relationship with existing and new brokers

• Able to convince brokers not to transfer policies or clients away from Sanlam
• Strong negotiation skills
• Sales skills
• Relationship building capabilities
   

Output/Core Tasks
Ensure ease of processing and administration of business for brokers and clients

• Process new applications or conversions as hassle-free as possible
• Extract new business quotes and other client information
   

Build partnering relationships

• Build partnerships with Advisors, Brokers and Brokers Consultants
• Take action where good service have been compromised

Experience:

Qualifications

• Matric
• Must be a Qualified and accredited financial planner. Proof of qualifications must be included in your application.

Knowledge & Skills

Role Requirements

• Knowledge /experience within the Life Assurance industry (or in broader Financial Services industry) is compulsory.
• Knowledge of Savings and Investment products (specifically RA’s; Savings Products)
• Knowledge of Sanlam Risk and universal life products would be beneficial
• Knowledge / experience of Section 14’s would be preferential
• Working knowledge of Sanquote, Sentrix and other Sanlam financial advisor applications would be beneficial.
• Financial Advisor with a minimum of 2 years’ experience
• Sanlam Financial Advisor experience is compulsory

​​​​​​​Competencies

• Excellent communication and telephony skills
• Strong Relationship building skills
• Customer focus through Influencing and Negotiation
• Resilient / persistent
• Drives results
• Planning and organising with good administrative skills