Head: Corporate

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

Competencies

• Building partnerships
• Strategic decision making
• Influencing
• Analytical and innovative thinking
• Results driven
• Communication
• Planning and organizing 
• Business acumen
• Customer service

Attributes

• Client focus
• Collaborates
• Being resilient 
• Strong interpersonal skills
• Problem solving and decision making

What will make you successful in this role?

Qualification and Experience

Knowledge and Skills

Personal Attributes

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

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