Vacant Roles at Sanlam Group

What will you do?

Key Responsibilities 

• Strategy development and business planning
• Retail Branch Sales delivery
• Activations
• Sales and operational effectiveness
• Establish and drive a service culture
• Compliance, quality and risk management
• People management
• Monthly planning and reporting
• Stakeholder engagement

What will make you successful in this role?

QUALIFICATIONS 

• Matric (Grade 12)
• Passed the FAIS RE5 and RE1  
• 120 Wealth Management credits OR tertiary qualification recognised by the FSCA
• Class of Business compliant per product category (annual) 
• Continuous Professional Development (CPD) compliant Minimum experience requirements satisfied per financial category. 
• Meet fit and Proper Requirements

KNOWLEDGE AND EXPERIENCE

Knowledge:

• 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
• Sales tactics and approaches 
• Stakeholder engagement and management
• Customer service and engagement 
• Relevant Regulatory frameworks, policies, and standards 
• Sanlam insurance products (ideal)
• People management practices and principles

Experience:

• At least 5 years recent industry experience of which 3 years should be in any leadership capacity.
• Proven track records in Sales
• Service Delivery within the Financial Sector (Insurance and or Lending)
• Service Management experience is essential.
• People Management

Qualification and Experience

• Preferably 5 to 8 years general insurance experience.

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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

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PURPOSE OF THE ROLE

To promote Sanlam Retail Mass (SRM)’s products and increase market share through:

• Providing sound financial advice and a high level of client service in a Branch context.
• Creating opportunities for client optimisation and cross selling of value-added services.

KEY RESPONSIBILITIES

Sales delivery

• Gain and maintain an in-depth understanding of SRM product ranges.
• Gain an understanding of the customer’s needs, financial goals and means, and provide the right product (or selection of products) that will satisfy the goals of the customer in the best and most affordable way possible.
• Continuously update and inform customers of new products, or changes in existing products. Manage, review, and incorporate the implications of product changes on the customer’s portfolio accordingly.
• Validate client details in line with product and regulatory requirements. Submit new business through the right channels.
• Conduct due diligence on clients to identify and flag risks.
• Manage own capacity to ensure daily appointments are being prioritised while allowing time for and capitalising on walk-in / non-appointment clients.

In-branch client service and client retention

Responsible for servicing and managing all client profiles to ensure clients remain on the books.

• Send payment reminders, conduct follow-ups, and remain in contact to address potential queries or to provide support.
• Manage and report on NTUs (clients Not Taken Up) by putting controls in place, and taking corrective actions where required.
• Manage persistency of client payments in favour of both the branch and the client.

Gain insight into client risk profiles to proactively identify where support will be required.

• Consult with clients on alternative payment arrangements and ensure it gets processed through and noted on the right platforms.

Responsible for in-branch servicing in line with client experience standards:

• Apply product knowledge to accurately guide clients through policy cancellations and provide alternative options.
• Resolve various types of client queries in the branch as far as possible or escalate queries to the right stakeholders by using the existing escalation framework. Follow up on the status and continuously provide feedback to the client.

Quality, compliance and continuous development

• Remain up to date with and continuously adhere to compliance and quality standards.
• Keep up to date with own registration, product knowledge and maintenance of own CPD points.
• Identify risks and flag potentially fraudulent activities.
• Keep and store relevant records of advice.
• Log all activities as per regulations and standard operating procedures, and provide data to relevant stakeholders to inform reporting and decision making.

Monthly planning and reporting

• Responsible for reporting on activities daily, through using relevant technology platforms.
• Collate data on activities to deliver on weekly and monthly reporting deadlines.
• Perform any ad-hoc requirements as requested by the Retail Branch Manager.

Qualifications

• Matric (Grade 12)
• RE5 advantageous
• FAIS Compliant (Wealth Management) as per DOFA requirements.
• Class of Business training (to be completed within 12-months of employment)