Business Development Manager - Gauteng

Purpose of the Role

The Business Development Manager is responsible for implementing Glacier’s Covered Investment strategy across local platform and Sanlam Life wrapper solutions in support of Platform BDMs. The role focuses on growing the Sanlam Group’s retail investment market share through new business development, portfolio growth, Platform BDM support, SanlamConnect BC and SC enablement, intermediary enablement, and the delivery of a superior adviser experience. This includes providing dedicated specialist support to Platform BDMs across Glacier’s life and covered solution set, while leveraging a one-to many enablement approaches to support SanlamConnect Consultants and intermediaries with the insights, tools, expertise, and market knowledge required to drive business growth and deliver improved client outcomes.

To lead business development teams by managing opportunity pipelines, overseeing feasibility and negotiation processes, and ensuring initiatives progress in line with strategic intent and governance requirements.

Location: Johannesburg, Constantia Kloof, or Pretoria, Sanlam Sanlynn, supporting the Team North regions.

Overview of the Covered Business

The Covered Business represents Glacier’s dedicated investment distribution and support capability across local platform covered solutions and Sanlam life wrapper offerings. It enables Platform BDMs, SanlamConnect Consultants and intermediaries to access specialist investment expertise, product insights, technical support, and practical enablement that support adviser conversations, business growth, and improved client outcomes. The Covered BDM plays a key role in strengthening Glacier’s adviser value proposition by bringing together investment expertise, platform capability, wrapper solutions, digital tools, and coordinated sales and service support.  

Qualifications and Experience

• Undergraduate Degree / Honours Tertiary Degree
• CFP accreditation would be advantageous. 
• A minimum of eight years’ experience in an investment industry distribution environment.
• Extensive experience supporting business growth through distribution channels and adviser enablement.
• A proven sales track record within the investment industry.
• Sound technical knowledge of retail covered solutions, collective investments, linked investment service provider platforms, and structured solutions.
• Valid driver’s license and own reliable vehicle.
• Willingness and ability to travel throughout the area of responsibility.  

Overview of Role Responsibilities (Level 1-13)

Customer Relationship Development / Prospecting- Level 5 - Application
Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve them, referring complex issues to others and ensuring that the customer receives an appropriate response.

Sales Opportunities Creation- Level 5 - Application
Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences.

Business Development- Level 5 - Application
Monitor and assess sales and market data for a specific geographic region that will assist management in identifying areas in the market where business can be developed.

Performance Management- Level 5 - Application
Respond to personal objectives and use performance management systems to improve personal performance; or monitor the performance of the team, allocate work and review completion, take appropriate corrective action to ensure timeliness and quality, and contribute to formal individual performance management and appraisal.

Organizational Capability Building- Level 5 - Application
Provide coaching to team members to develop their skills.

Leadership and Direction- Level 5 - Application
Explain the local action plan, to support team members in their understanding of what needs to be done, and how this relates to the broader business plan and the organization's strategy, mission, and vision; motivate people to achieve local business goals.

Required Skills

Initiates Compelling Sales Conversations - Fully Competent
Works with full competence to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically works without supervision and may provide technical guidance.

Knows the Buying Influences - Fully Competent
Works with full competence to accurately identify and understand the key buying influences pertaining to an opportunity. Typically works without supervision and may provide technical guidance.

Manages Buyer Indifference - Fully Competent
Works with full competence to acknowledge a client's indifference before continuing the sales call and asks questions to understand the circumstances surrounding the indifference. Typically works without supervision and may provide technical guidance.

Builds Rapport - Fully Competent
Works with full competence to quickly and effectively establish trust within the buying centers in the client's organization. Typically works without supervision and may provide technical guidance.

Understands Customer Needs - Fully Competent
Works with full competence to articulate customer needs in the customer's business language and business context. Typically works without supervision and may provide technical guidance.

Line of Business (LOB) Products, Services and Acumen - Fully Competent
Works with full competence 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 without supervision and may provide technical guidance.

General Experience

Experienced practitioner able to work unsupervised (Minimum 3 years)

Managerial Experience

Experience of general supervision of more junior colleagues (Minimum 1 year)

Education

Required Behavioural Competencies