Head: Intermediated & Direct Sales (Sandton /Bellville) at Sanlam

Overall purpose of the role

The Senior Client Solutions Manager is responsible for managing and executing the sales and distribution strategy for our identified markets and distribution channels.  

Key Responsibilities

Strategy

• Contribute to the development of the Sanlam Corporate distribution strategy.
• Interpret, execute and enhance the distribution strategy with client and market insights.
• Provide insights on market changes, competitors, risks, opportunities and threats to undertake corrective actions if required regarding the effectiveness of the strategy execution.
• Enhance tools and systems to provide critical market information to the Head of Distribution and make actionable recommendations on both strategy and operations.
• Monitor and track MIS/reporting to stay abreast of trends impacting the distribution strategy.  

Growing the Business Profitably:

• Grow the targeted market share by delivering on sales and client targets.
• Manage processes that will assist growth in market share in both the intermediated and direct business.
• Establish and maintain a commercial relationship in all broker spaces stratified as big, medium and small brokers.
• Focus on development and execution of a sustainable new business pipeline through end to end client relationship management.
• Develop and drive an effective solution-focused and consultative sales process to ensure clients’ needs are met and exceeded. 
• Use insights on market and competitors and share feedback on challenges and stumbling blocks impacting the growth strategy.
• Mobilise the relevant teams in the organization to achieve organisation’s Net Fund Flow targets
• Manage the cost-effectiveness of Distribution practices and processes.
• Enable innovative distribution models and execute enhancements.   
• Identify, manage and mitigate Distribution risks.

Alignment:

• Understand client challenges to drive holistic solutions.
• Management of key stakeholder relationships across the SC cluster and the broader Sanlam Group).
• Promote the Sanlam brand, the Sanlam Corporate brand (in particular), and image by networking with key industry stakeholders and peers.

People Management

• Manage efficiencies and productivity across distribution channels through growing, guiding and coaching team members through an inspirational leadership approach.  
• Drive a culture of high performance and client centricity through the development of an aligned, professional and proactive Distribution team who delivers against the agreed business targets and objectives.
• Develop a talent pipeline for succession planning and drive transformation.

Qualification and Experience

• Relevant tertiary qualification (Post graduate qualification in organisational management or finance).
• Experience as a Senior Principal Employee Benefits or Investment Consultant would be advantageous.
• Extensive sales and distribution management experience in financial services (min 8 years).
• Experience in strategic and operational client relationship management, client services.
• Demonstrable network within the institutional space.
• Strong commercial acumen and a proven sales track record.
• Outstanding communication skills – written, verbal and presentation skills.
• Proven experience in execute strategy in particular client strategies that deliver commercial value.
• Ability to lead teams and be a manager of managers
• Ability to coach, influence and inspire

Core Competencies

• Cultivates Innovation by creating new and better ways for the organisation to be successful.
• Client Focus - Building strong customer relationships and delivering customer-centric solutions.
• Drives Results - Consistently achieving results, even under tough circumstances.
• Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
• Resilience - Rebounding from setbacks and adversity when facing difficult situations.