Purpose of the Role

Job Purpose 

The Business Development Manager is responsible for developing and maintaining a portfolio of Investment focussed Intermediaries, increasing the Sanlam Group’s retail investment market share, and executing the Glacier strategy. The role focuses on new business development, portfolio growth, intermediary enablement, and delivering a superior adviser experience.

To define, lead, and deliver business development strategy and portfolios of strategic partnerships and alternative distribution channels by translating enterprise growth objectives into scalable commercial models, priority initiatives, and governance frameworks.

Location: Johannesburg Constantia Kloof (supporting Central Johannesburg, West Rand and Vaal Triangle distribution partners and clients). 

Qualifications and Experience

• A relevant financial/investment tertiary qualification. A BCom investment management or economics qualification and CFP will be beneficial.
• 5 years plus experience in an investment industry distribution environment.
• Highly experienced supporting and developing IFA investment practices.
• A proven sales track record within the investment industry.
• Deep technical knowledge of retail Collective investments, Linked Investment Service Provider platform, financial industry structures, and market trends.
• Valid driver’s license and own reliable vehicle.
• The role requires traveling throughout the area of responsibility. 

Overview of Role Responsibilities (Level 1-13)

Leadership and Direction- Level 7 - Optimisation
Communicate the actions needed to implement the function's strategy and business plan within the team; explain the relationship to the broader organization's mission, vision, and values; motivate people to commit to these and to do extraordinary things to achieve local business goals.

Business Development- Level 7 - Optimisation
Create a business development plan to identify, evaluate, and structure key transactions to ensure continued financial health and maximum value creation through the entire product life cycle. These transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities. 

Sales Opportunities Creation- Level 7 - Optimisation
Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.

Customer Relationship Development / Prospecting- Level 7 - Optimisation
Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.

Performance Management- Level 7 - Optimisation
Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project/account team members and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of team/personal objectives.

Organizational Capability Building- Level 7 - Optimisation
Use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.

Required Skills

Line of Business (LOB) Products, Services and Acumen - Advanced
Works at an advanced level 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 works independently and provides guidance.

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 - Advanced
Works at an advanced level to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically works independently and provides guidance.

Knows the Buying Influences - Advanced
Works at an advanced level to accurately identify and understand the key buying influences pertaining to an opportunity. Typically works independently and provides guidance.

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

Substantial general work experience together with comprehensive job related experience in own area of expertise to fully competent level. (Minimum 8 years)

Managerial Experience

Experience of planning and managing resources to deliver predetermined objectives as specified by more senior managers (Minimum 5 years)

Education

Required Behavioural Competencies