Area Manager: Alternative Distribution (Western Cape)

Who are we?

Sanlam Developing Markets [SDM](a wholly-owned subsidiary of Sanlam Life Limited) is one of the top financial services providers in the South African entry-level and emerging middle market. It aims to understand the unique requirements of clients and offers a wide range of simple and affordable financial solutions that cover needs such as funeral insurance, savings for education, life cover, and personal accident plans. In terms of the Sanlam Group Governance Policy, SDM is managed by the SA Retail Mass cluster, which is part of the Sanlam Life and Savings cluster within the Sanlam Group. The cluster focuses on retail products, as well as group schemes.

What will you do?

1. The purpose of an Area Manager is to oversee and manage multiple branches within a specific geographic region, ensuring operational efficiency, performance, and strategic alignment with organizational goals through business insurance and lending.
2. Contribute to the implementation of the geographical Alternative Distribution channel’s retail branch strategy.
3. Demonstrate inspirational leadership to support and manage Branch Managers.
4. Drive business innovation through partnerships with identified partners within the group.
5. Support the implementation of the Area strategic plan for the Alternative Distribution Channel.
6. Represent the ambassadorial ‘face of the Area’ in community events and sales campaigns.
7. Embrace collaboration and synergy between all channels across segments in the designated geographical area to drive sales and market share growth.
8. Accountable for achievement of the Area’s profitability (VNB and expense management) for the province.
9. Ensure adherence to compliance and risk management for the designated area.
10. Ensure operational excellence within the designated area.
11. Support the development of talent and drive transformation agenda.

Strategic Leadership:

1. Form part of the Provincial Mancom that takes collective accountability for the decision-making and leadership of the Area.
2. Analyse market changes, competitors, risks, opportunities, and threats and create contingency plans for these to protect and grow market share.
3. Be overall accountable for the profitability and success of the designated area with respect to strategic attainment of business plans, decision making, operations, sales, compliance, and customer service.
4. Understand the overarching Alternative Distribution channel’s retail branch strategy and vision to co-create (with the Branch Managers and Area Manco) and align with the national distribution strategy that incorporates all channels across different segments.

Operational Leadership:

1. Provide feedback to the Provincial General Manager on the implementation of the strategic direction for the geographical area of the business unit.
2. Provide regular operational direction to align with strategic objectives of the Channel.
3. Monitor and track branches’ operational plans.
4. Ensure the effective implementation of all company policies.
5. Follow through and provide feedback on adverse audit findings and their implementation.

Area Ambassador Role:

1. Be the face of the Area (Cross Channel), an ambassador for clients, stakeholders, and intermediaries in the province (relationship building, events, recognition conferences, networking, opening doors, influencing, etc.).
2. Positioning of Sanlam as a brand and business on a provincial level in the market with key public and private market stakeholders.
3. Engage with industry bodies (business and community forums).
4. Develop and maintain provincial business partnerships within the financial services community (including competitor liaison when required).
5. Host events and functions that drive recognition.
6. Forge close relationships and influence with Product Houses and key HO functions on behalf of the province.

What will make you successful in this role?

1. Drive change and business innovation within the province.
2. Support the Alternative Distribution retail branch strategy.
3. Act as sponsor for all major internal change initiatives (e.g., restructuring) within the area’s communication/visibility, change management, and support activities.
4. Identify areas within the provincial operation that need to be more effective, cost-efficient, or client-centered; create actions and projects to improve these through innovation.
5. Create a culture of innovation within the province.
6. Encourage and reward staff for business innovation ideas that save costs, increase value, or make processes more effective.

Build and Develop Relationships, Networks, and New Markets:

1. Partner with the Provincial General Manager to attend and host selected client engagement opportunities (e.g., golf days, wine tasting) to market Sanlam.
2. Engage with high-value clients/companies to support marketing initiatives.
3. Seek opportunities to penetrate less utilized market segments within the region with creative value propositions and strategies.
4. Network, build partnerships, and contract internally with different Product Providers, SPF Distribution, and other key stakeholders.
5. Support the implementation of service and sales strategies for all walk-in clients at branches.
6. Provide regular feedback to the Provincial General Manager.
7. Contribute to the development and implementation of Client Satisfaction tools/indices.

People Management:

Recruitment and Selection:

1. Ensure sourcing and selection of high potential talent to support vision and succession needs.
2. Retain staff as a business imperative.

Diversity and Transformation:

1. Promote transformation as a key strategy and support initiatives to achieve DTI and EE targets.
2. Align HR practices within the area to support transformation targets.
3. Recruit, groom, and develop branch consultants and management for future succession planning.

Train, Coach, and Mentor Staff:

1. Ensure development plans, discussions, and training for all direct reports.
2. Support ongoing development of branch consultants.
3. Coach, develop, and motivate staff to become productive and vested.
4. Act as a mentor to key staff.

Performance Contracting and Management:

1. Undertake performance contracting with all direct reports (Scorecards).
2. Ensure updated job profiles, competency models, and KPA documents.
3. Manage leave and promote EE ratios.
4. Implement staff career development and retention strategies.

Qualification and Experience:

• Grade 12 / Matric
• A business-related degree or diploma (advantage)
• FAIS Accredited Long-term Insurance (Funeral) and Lending
• Passed FAIS Regulatory Examination (RE1)
• Continuous Professional Development (CPD) compliant
• Meet all Fit and Proper requirements.
• Meet all Class of Business requirements.
• At least 5 years of related experience, including 3+ years in sales and servicing roles in Long-term and/or Lending.

Knowledge and Skills:

• Sound financial services experience at middle management level.
• At least 3 years in Sales and Distribution.
• At least 3 years in management and leadership roles.
• Insurance and Financial Sector Industry knowledge.
• Comprehensive product knowledge in Long-term and Lending products.
• Understanding of FSCA, Prudential Authority, FAIS, Consumer Acts, POPIA, AML, KYC, and underwriting disciplines.
• Knowledge of regulatory bodies and Ombudsman processes.

Personal Attributes

• Effective communication.
• Tech-savvy.
• Action-oriented.
• Interpersonal skills.
• Persuasive abilities.