Head of Strategic Client Solutions SFM

Who is Sanlam Financial Markets?

Sanlam Financial Markets (“SFM”) is the business unit in Sanlam Group that is responsible for managing shareholder credit, market, and liquidity risks, developing balance-sheet enabled products, and developing solutions to optimize Sanlam’s balance sheet(s) to generate shareholder value. SFM works closely with the Balance Sheet Management function of Sanlam to assist the Balance Sheet Management Function in its pursuit of optimising returns on the Sanlam balance sheet.

Role Purpose

Sanlam Financial Markets (“SFM”) is seeking to appoint a commercially astute, strategic professional to drive the commercialisation, distribution and market positioning of its structured and institutional investment capabilities.

The focus of the role is to build strategic relationships across institutional and distribution channels, identify new commercial opportunities, enhance market engagement and support the effective positioning of SFM’s investment solutions and structuring capabilities.

The successful candidate will work closely with the CEO of SFM and senior stakeholders across the business to coordinate client engagement, improve market visibility and help translate SFM’s sophisticated investment capabilities into compelling client-focused solutions.

This role is intended to strengthen SFM’s external engagement and commercialisation capability and is not a traditional executive management or operational leadership role.

Key Responsibilities

Develop and maintain strategic relationships with key external stakeholders including asset consultants, pension funds, medical schemes, institutional investment stakeholders and distribution networks.

• Build strong engagement channels across the broader Sanlam ecosystem, including internal distribution and investment platforms.

• Identify opportunities where SFM capabilities and investment solutions can address client needs.

• Support the growth and distribution of SFM’s institutional and structured investment solutions, including Portable Alpha and structured product capabilities.

• Assist in translating technical investment capabilities into commercially compelling client propositions.

• Represent SFM at conferences, industry engagements and client events.

• Deliver presentations and participate in market-facing engagements.

• Coordinate engagement across relevant SFM teams to ensure a consistent and high-quality client experience.

• Work closely with structuring, pricing, distribution and investment teams to support effective client engagement and execution.

• Facilitate alignment between commercial opportunities and internal solution capabilities.

• Work closely with the CEO of SFM and EXCO on strategic commercial initiatives and stakeholder engagement.

• Support the continued evolution and scaling of the strategic client solutions capability within SFM.

Key Solution Areas

Portable Alpha solutions
• Structured Products
• Institutional investment solutions
• Derivative-based investment strategies
• Bespoke client solutions

Candidate Profile

The ideal candidate will combine strong relationship management and commercial capabilities with a sound understanding of institutional investment markets and investment solutions.

The successful candidate should demonstrate:
• Strong stakeholder engagement and networking capability
• Commercial and strategic thinking ability
• Excellent communication and presentation skills
• Ability to simplify and communicate sophisticated investment concepts clearly
• Strong interpersonal and relationship-building skills
• Ability to operate effectively across multiple internal and external stakeholder groups
• High levels of professionalism, credibility and executive presence

Experience and Qualifications

Preferred experience includes:
• Experience within institutional investments, structured investments, asset management, investment consulting or capital markets environments
• Exposure to institutional clients, consultants or distribution networks
• Experience engaging with sophisticated investment products and solutions
• Strong presentation and client engagement capability

Relevant tertiary qualifications in Finance, Investments, Economics, Actuarial Science, Commerce or related fields is imperative.

Professional investment qualifications (such as CFA or related qualifications) may be beneficial but are not essential.

Reporting Structure

• Reports directly to the CEO of Sanlam Financial Markets
• May initially oversee a small team initially and this may grow over time as the business needs evolve

Success Measures

Success in the role will be measured through:
• Strength and depth of strategic stakeholder relationships
• Opportunity origination and pipeline development
• Growth in commercial engagement and market visibility
• Effective cross functional coordination across stakeholder groups
• Contribution to business development and distribution objectives
• Enhancement of client experience and market positioning

• Quality and progression of commercial pipeline (not solely revenue focused)

Personal Attributes

Strategic thinking ability
• Commercial acumen
• Relationship-driven leadership
• Initiative and self-motivation
• Strong collaboration capability
• Professional maturity and judgement
• Strong communication and influencing skills

Turnaround time

Our commitment to transformation