Business Development Manager

Sanlam; Johannesburg; On-site; ZAR 900,000 - 1,200,000; Full time

Job summary

Glacier by Sanlam in Johannesburg seeks a seasoned Business Development Manager to prospect, source, develop and maintain an Investment Intermediary portfolio, expanding Sanlam Group’s retail investment market share within GPA channels.

You will service GPA Intermediaries, drive new business, ensure regulatory compliance (FAIS, FICA, POPIA), and collaborate with Broker and product teams to deliver growth across Local and International products.

Qualifications

• Relevant financial / investment qualification (Honours level recommended).
• CFP certification.
• FAIS exam advantageous.
• 8–10 years’ experience in a financial distribution environment.
• Experience supporting and developing intermediary (IFA) practices.
• Proven sales related success and track record.
• Technical knowledge about retail investments, retail investment industry.
• Valid driver’s licence and own reliable vehicle.

Responsibilities

• Service an existing GPA supporting Intermediary client base.
• Source and introduce new Intermediaries to Glacier.
• Collaborate with Broker Corporate Businesses and Independent Intermediary businesses.
• Grow GPA Local, Glacier International, Structured and Guaranteed Products.
• Ensure profitable annual sales volumes and monthly targets are met.
• Ensure intermediaries adhere to FAIS, FICA, POPIA.
• Develop and implement a business plan for the GPA (sales volumes, education, marketing, client services).
• Implement an Intermediary support model between GPA, the Broker and product/service providers.
• Train Intermediary staff on GPA products and digital tools.
• Support investment projects and campaigns.
• Coordinate and maintain effective SLA’s with stakeholders.

Skills

Client focus

Relationship building

Collaboration

Leadership

Communication

Problem solving

Strategic sales

Education

Finance/investment qualification (Honours recommended)

CFP

FAIS exam

Job description

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. All share world‑class quality and the commitment that distinguish Glacier.

Job Purpose

The Business Development Manager will be responsible for prospecting, sourcing, developing, and maintaining a specialized 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 Partner Absa (GPA) Investment Channel strategy. This role will be responsible for servicing Johannesburg and surrounding areas.

Key Outcomes

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 Businesses and Independent Intermediary businesses
• Attract new business and increase retention of existing investment business for the GPA Local, Glacier International, Structured and Guaranteed Products
• Ensure 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)

Growing the business

• Develop and implement a business plan for the 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 provider

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 GPA’s digital 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

Marketing and Sales initiatives

• Support investment projects and campaigns (marketing support)
• Participate in investment product implementation (presentations, product development & client service support)

People Practices

• Co‑ordinate and maintain effective SLA’s with all relevant stakeholders (internal and external)

Qualifications & Experience

• Relevant financial / investment qualification (Financial tertiary qualification on Honours level is recommended)
• CFP
• FAIS exam is advantageous
• At least 8 to 10 years’ experience in a financial distribution environment (Linked Service Provider and/or Investment Management Club is recommended) in a similar role
• Supporting and developing of intermediary (IFA) practices
• Proven sales related success and track record
• Technical knowledge about retail investments, retail investment industry
• Valid driver’s licence and own reliable vehicle

Competencies

• Client focus (client‑centricity)
• Strong relationship building ability
• Collaboration
• Cultivates innovation
• Being resilient
• Drive results
• Leadership / Management skills
• Effective written and verbal communication and presentation skills
• Entrepreneurial skills
• Ability to work under pressure
• Lateral thinking and problem‑solving capabilities
• Educating people capabilities

Attributes

• Positive, can‑do attitude with high self‑confidence levels
• Passion and high‑performance orientation
• Honesty, integrity and respect
• Ability to work independently and within a team
• Persuasive

What will make you successful in this role?

Degree or Diploma with 7 to 8 years related experience.

Knowledge & Skills

• Strategic sales and client retention and acquisition planning
• Drive sales and profitability
• Expense, risk and compliance management
• Partnership, network and new markets development
• Management of employees

Personal Attributes

• Persuades – contributing through others
• Manages complexity – contributing through others
• Business insight – contributing through others
• Decision quality – contributing through others

Commitment to Transformation

The Sanlam Group is committed to achieving transformation and embraces diversity. The Group’s Employment Equity plan and targets will be considered as part of the selection process.