Purpose of the Role

To provide strategic leadership for business development across a business unit or market, shaping growth roadmaps, prioritising investment, and building partnerships that expand the organisation's reach and relevance.

The Head of Business Development is responsible for driving strategic growth, market penetration, and distribution across the Western Cape, Eastern Cape, and KwaZulu-Natal regions. The role requires extensive knowledge of the investment platform (LISP) environment, investment administration service providers, and a broad solution set encompassing local and offshore investment products. The incumbent will lead business development initiatives that promote integrated wealth and investment solutions, including discretionary and platform-based offerings such as Glacier Invest. Internally, the incumbent will provide visible leadership by aligning regional teams and cross-functional stakeholders around strategic priorities and strengthening a high-performance, client-centric culture. Externally, the incumbent will represent the organisation credibly with intermediaries, advisers, distribution and industry partners, and other key market stakeholders to achieve sustainable business growth.

Qualifications and Experience

• Degree in Commerce/Business (MBA or equivalent will be advantageous) 
• Post graduate degree preferably CFP 3 (Honours degree) will be to your advantage 
• 10 years of experience in asset management, DFM, Onshore and Offshore, Personal tax, Investment Advice, and management of professionals at senior level.  

Overview of Role Responsibilities (Level 1-13)

Leadership and Direction- Level 8 - Innovation
Identify and communicate the actions needed to implement the function's strategy and business plan within the business area or department; explain the relationship to the broader organization's mission, vision, and values; motivate people to commit to these tenets and do extraordinary things to achieve local business goals.

Business Development- Level 8 - Innovation
Participate in formulating the strategy and identifying, evaluating, and structuring key transactions to ensure continued financial health and maximum value creation through the entire product life cycle. Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities. 

Sales Opportunities Creation- Level 8 - Innovation
Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation.

Customer Relationship Development / Prospecting- Level 8 - Innovation
Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.

Performance Management- Level 8 - Innovation
Manage and report on performance within the department or area of responsibility; set appropriate performance objectives for direct reports and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of annual business objectives.

Organizational Capability Building- Level 8 - Innovation
Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities. Implement the organization's formal development frameworks within the area of responsibility. Coach and mentor others to support the development of the organization's talent pool.

Required Skills

Line of Business (LOB) Products, Services and Acumen - Expert
Operates as a recognized expert to demonstrate a comprehensive understanding of the line of business, including its operating model, clients, products, services, competitive landscape, regulatory context, market trends, economic conditions, and other risk factors. Typically known as a subject matter authority.

Builds Rapport - Advanced
Works at an advanced level to quickly and effectively establish trust within the buying centers in the client's organization. Typically works independently and provides guidance.

Initiates Compelling Sales Conversations - Expert
Operates as a recognized expert to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically known as a subject matter authority.

Knows the Buying Influences - Expert
Operates as a recognized expert to accurately identify and understand the key buying influences pertaining to an opportunity. Typically known as a subject matter authority.

Manages Buyer Indifference - Advanced
Works at an advanced level to acknowledge a client's indifference before continuing the sales call and asks questions to understand the circumstances surrounding the indifference. Typically works independently and provides guidance.

Prospecting - Advanced
Works at an advanced level to understand the characteristics of an ideal client to identify potential clients. Typically works independently and provides guidance.

General Experience

Wide and deep experience providing expert competence (Minimum 10 years)

Managerial Experience

Experience of planning, managing and organizing resources within short / medium timescales within the overall policy framework. (Minimum 8 years)

Education

Required Behavioural Competencies