Head: Corporate

Sanlam Limited; Cape Town; On-site; ZAR 1,800,000 - 2,400,000; Full time

Job summary

Glacier by Sanlam is seeking a Head of Corporate to drive the strategic positioning and growth of Glacier solutions through Corporate Brokerages and networks, including private wealth businesses. The role emphasizes leadership, partnership building, and delivering on revenue targets while ensuring compliance.

The candidate will oversee budgets, reports, and cross-functional collaboration to advance Glacier's market share in South Africa's corporate investment space.

Qualifications

• Degree or Diploma with 8 to 10 years related experience.
• Experience in financial services sales and distribution.
• Knowledge of regulatory requirements (POPIA / FAIS and RDR) is advantageous.

Responsibilities

• Strategic positioning of Glacier value proposition to Corporate Brokerages and networks.
• Increase market share of Glacier solutions through Corporate Brokerages and private wealth businesses.
• Build partnerships and provide support to corporate brokerages; deliver monthly reports to Exco and Sanlam Retail.
• Lead financial discipline of the division: budgets, targets, performance, and reporting.
• Provide strategic leadership and people management for direct and seconded staff.
• Identify, mitigate, implement, and manage risk and compliance for the business area.

Skills

Strategic leadership

Stakeholder management

Financial acumen

Business development

Campaign development

People management

Sales & distribution

Strategic decision making

Communication

Planning & organizing

Business acumen

Education

Degree or Diploma in Business/Finance

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. While each solution has its own distinct purpose, they all share the world-class quality and commitment that have come to distinguish Glacier.

What will you do?

Job Purpose

This role is responsible for the strategic positioning of the Glacier value proposition to Corporate Brokerages in a way that creates a situation where the national management of those brokerages are motivated to push Glacier solutions (local, international, balance sheet solutions and investment solutions) and value propositions to their respective intermediary base.

As Head of Corporate, you will play a critical role through increasing the market share of Glacier solutions sold through selected Corporate Brokerages / networks and private wealth businesses. Play also a key role in asset management relationships.

Key Outcomes

Strategic positioning of the business area for the future

• Design and implement business area plans and strategies to support the overall business objectives and align with the distribution business strategies in SanlamConnect and Glacier Distribution.
• Identify and develop new corporate, networks and private wealth relationships.
• Drive, report and ensure the profitability of these corporate relationships (income / expenses / models / new business / outflows).

Build Partnerships & provide support

• Ensure operational and contractual obligations with corporate and network entities are maintained, improved, and updated.
• Ensure visibility of Glacier within the Corporates distribution teams/regions ensuring that our message to market is consistent and pertinent to the strategy of the corporates own strategic intent.
• Undertake to support the specific corporates initiatives, either through product, operation, or marketing initiatives to grow and develop their strategy.
• Provide monthly reports to Glacier Exco and SanlamConnect, and Glacier divisions to indicate production figures and progress on strategy implementation.
• Take responsibility and oversee the actions to deliver client data to the respective Corporate Brokerages and networks with due consideration of legal implications.

Initiate, co-ordinate and implement marketing initiatives/campaigns as per strategy

• In line with strategies for each Corporate, undertake research and preparation for the different marketing initiatives/campaigns.
• Gather necessary information (MIS, data mining) and support material, product information etc. from different Head Office functions to present to corporate management.
• Present campaign concepts and ideas to Brokerage management for discussion and approval.
• Discuss strategies with corporate brokerage management to increase the % of Supporting brokers.
• Negotiate with Corporates on their support for the campaign, including their endorsement on the marketing material, distribution the leads through their leads systems and communicating internally to their Brokers and management.
• Monitor and track the performance and progress of the campaigns.

Collaborate with various stakeholders

• Represent Glacier regarding corporate brokerage initiatives from an investment perspective
• Be the link / coordinator and “go to person” for strategic engagement and relationship management.
• Present Sanlam Retail & Glacier’s value proposition and strategy at corporate brokerage conferences (like PSG / SFP and Efficient).

Manage the financial discipline of the division as it relates to budgets, business targets, performance, and financial reporting

• Provide a consistent and regular reporting model of the corporate brokerage landscape within Glacier and Sanlam Retail.
• Understand the financial drivers of the business and implement focus areas that will speak to the financial drivers.
• Drive collaboration across the Sanlam group to ensure more integration of a corporate brokerage within Sanlam.

Provide strategic leadership / people management

• Take full responsibility for performance of direct reports as well as seconded- and support roles in the context of corporate brokerage engagement, motivating, developing, and managing the team in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management.
• Technical support and guidance to the greater distribution team.
• Integration of the corporate brokerage value proposition into Sanlam Retail and ensure buy in to the strategy for the business.
• Act as “go between” for Glacier to the corporate brokerages, networks and private wealth practices.
• Assist Brokerages with admin support on Sanlam processes (e.g., commission payments, policy queries, client data, etc).

Identify, mitigate, implement, and manage controls as it relates to risk and compliance for the business area.

• Ensure that service levels agreed with corporate partners are adhered to.
• Quality assurance checks across distribution engagement and operational support.

Qualifications and Experience

• Sound Financial Services experience at a senior level within the corporate environment
• Worked within a Sales & Distribution environment and/or the financial advice industry
• Business or Commercial Degree. CFP an advantage
• Sound experience in the drivers of solutions
• Proven ability to work cross-functionally and/or in partnership models
• Campaign development and implementation
• Financial and budget management
• Strategy Planning and implementation
• From a regulatory perspective comprehensive understanding of the following are important (POPIA / FAIS and RDR)
• Understanding the processes within Sanlam, the Brokerage and Brokers
• People management experience with a solid understanding of leadership and culture
• Building partnerships
• Strategic decision making
• Analytical and innovative thinking
• Communication
• Planning and organizing
• Business acumen

Attributes

• Client focus
• Strong interpersonal skills
• Problem solving and decision making

What will make you successful in this role?

Qualification and Experience

Degree or Diploma with 8 to 10 years related experience.

Knowledge and Skills

Expense, risk and compliance management

Management of employees

Drive sales and profitability

Partnership, network and new markets development

Strategic sales and client retention and acquisition planning

Personal Attributes

Persuades - Contributing through others

Manages complexity - Contributing through others

Decision quality - Contributing through others

Business insight - Contributing through others

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

Being resilient - Contributing through others

Cultivates innovation - Contributing independently

Customer focus - Contributing through others

Drives results - Contributing through others

Collaborates - Contributing through others

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.