Business Development Manager

Glacier by Sanlam brings together leading experts and respected financial services companies to meet clients’ investment needs. We deliver focused investment services through specialist teams, partner with acclaimed financial intermediaries and pride ourselves on our superior products and solutions and high quality service. We offer a comprehensive range of investment solutions, designed to assist in the creation and preservation of wealth. Our offering encompasses local investments, including fixed term investments and investments with guarantees, international investments, retirement saving solutions, and retirement income solutions. While each solution has its own distinct purpose, they all share the world-class quality and commitment that have come to distinguish Glacier.

The Business Development Manager will be responsible for prospecting, sourcing, developing, and maintaining a specialised Investment Intermediary portfolio, and developing and/or increasing Sanlam Group’s market share of retail investment business from this portfolio, whilst delivering on the Glacier Partners Absa (GPA) (Investment Channel) strategy. This role will be responsible for servicing Cape Town and surrounding areas.

Key outcomes

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

1. Targets and inflows
   • Service an existing GPA supporting Intermediary client base
   • Source and introduce new Intermediaries to Glacier
   • Support and collaborate with all the relevant Broker Corporate and Independent Intermediary business structures
   • Attract new business and increase retention of existing investment business for the GPALocal, Glacier International, Structured and Guaranteed Products
   • Ensure that profitable annual sales volumes and monthly targets are met by directly and actively growing and managing an Intermediary Portfolio
   • Ensure intermediaries adherence to all regulatory requirements (e.g. FAIS, FICA. POPIA)
2. Growing the business
   • Develop and implement a business plan for GPA (sales volumes, investment education and training, marketing, and client services – administration, digital usage of GPA system, and growing the support base)
   • Implement an Intermediary support model to facilitate effective and efficient support between GPA, the Broker, and the various product and service providers
3. Knowledge and education
   • Train, educate, and develop the Intermediary’s and Intermediary’s support staff on all GPA (Local | International | Structured Products | Guaranteed Products)
   • Train and facilitate the use of GPAdigital strategy/tools and EI.
   • Supply accurate investment, product, fund, services and investor information
   • Facilitate or identify Intermediary needs – technical information, technology, reporting and developing a profitable practice
4. Marketing and Sales initiatives
   • Support investment projects and campaigns (marketing support)
5. People Practices
   • Co-ordinate and maintain effective SLA’s with all relevant stakeholders (internal and external)

Qualifications and experience

• Relevant financial / investment qualification (Honours level is recommended)
• CFP
• Fais exam is advantageous
• At least 5 years’ experience in a similar role within a Linked Service Provider and/or Investment Management Company is recommended
• Supporting and developing of intermediary (IFA) practices
• Proven Sales related track record
• Technical knowledge about retail investments, retail investment industry
• Client focus
• Cultivates innovation
• Drive results
• Problem-solving capabilities

Attributes

• Honesty, integrity and respect

What will make you successful in this role?

1. 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.
2. 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.
3. 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’s portfolio annually by undertaking the above steps.
4. 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.
5. 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

Grade 12

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.

Knowledge and Skills

Financial advice and support

Production target achievement and budgeting

Compliance and risk management

Client relationship management

Financial planning and recommendations

Personal Attributes

Communicates effectively - Contributing independently

Tech savvy - Contributing independently

Action orientated - Contributing independently

Interpersonal savvy - Contributing independently

Persuades - Contributing independently

Build a successful career with us

We’re all about building strong, lasting relationships with our employees. We know that you have hopes for your future – your career, your personal development and of achieving great things. We pride ourselves in helping our employees to realise their worth. Through its five business clusters – Sanlam Fintech, Sanlam Life and Savings, Sanlam Investment Group, Sanlam Allianz, Santam, as well as MiWay and the Group Office – the group provides many opportunities for growth and development.

Core Competencies

Collaborates - Contributing independently

Being resilient - Contributing independently

Drives results - Contributing independently

Cultivates innovation - Contributing independently

Customer focus - Contributing independently

Turnaround time

The shortlisting process will only start once the application due date has been reached. The time taken to complete this process will depend on how far you progress and the availability of managers.

Our commitment to transformation

The Sanlam Group is committed to achieving transformation and embraces diversity. This commitment is what drives us to achieve a diverse, inclusive and equitable workplace as we believe that these are key components to ensuring a thriving and sustainable business in South Africa. The Group's Employment Equity plan and targets will be considered as part of the selection process.