Head: Intermediated & Direct Sales (Sandton /Bellville)

Sanlam Group

About Sanlam Corporate


Our vision is to be the preferred partner to Corporate and Public Sector by providing an awesome client experience and comprehensive solutions that enable the financial resilience and prosperity of those entities and their employees. We believe in creating and cultivating a positive, energised working environment that gives every individual the opportunity to achieve success by embracing diversity and growing our talent. 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 awesome things. We pride ourselves in helping our employees to realise their worth and live with confidence.

We tap into over 100 years of expertise to provide cost-effective Employee Benefits and Healthcare Solutions that enable financial confidence for our members. We enable our clients to make better retirement and risk decisions today through determined and passionate thought leadership and best-in-class people, innovative products and proven processes all designed to help people live a better life tomorrow

Overall purpose of the role


The Senior Client Solutions Manager is responsible for managing and executing the sales and distribution strategy for our identified markets and distribution channels.  

Key Responsibilities


1. Strategy


  • Contribute to the development of the Sanlam Corporate distribution strategy.
  • Interpret, execute and enhance the distribution strategy with client and market insights.
  • Provide insights on market changes, competitors, risks, opportunities and threats to undertake corrective actions if required regarding the effectiveness of the strategy execution.
  • Enhance tools and systems to provide critical market information to the Head of Distribution and make actionable recommendations on both strategy and operations.
  • Monitor and track MIS/reporting to stay abreast of trends impacting the distribution strategy.  

Key Responsibilities (continues)


2. Growing the Business Profitably:


  • Grow the targeted market share by delivering on sales and client targets.
  • Manage processes that will assist growth in market share in both the intermediated and direct business.
  • Establish and maintain a commercial relationship in all broker spaces stratified as big, medium and small brokers.
  • Focus on development and execution of a sustainable new business pipeline through end to end client relationship management.

Key Responsibilities (continues)


  • Develop and drive an effective solution-focused and consultative sales process to ensure clients’ needs are met and exceeded. 
  • Use insights on market and competitors and share feedback on challenges and stumbling blocks impacting the growth strategy.
  • Mobilise the relevant teams in the organization to achieve organisation’s Net Fund Flow targets
  • Manage the cost-effectiveness of Distribution practices and processes.
  • Enable innovative distribution models and execute enhancements.   
  • Identify, manage and mitigate Distribution risks.

Key Responsibilities (continues)


3. Alignment:


  • Understand client challenges to drive holistic solutions.
  • Management of key stakeholder relationships across the SC cluster and the broader Sanlam Group).
  • Promote the Sanlam brand, the Sanlam Corporate brand (in particular), and image by networking with key industry stakeholders and peers.

Key Responsibilities (continues)


4. People Management


  • Manage efficiencies and productivity across distribution channels through growing, guiding and coaching team members through an inspirational leadership approach.  
  • Drive a culture of high performance and client centricity through the development of an aligned, professional and proactive Distribution team who delivers against the agreed business targets and objectives.
  • Develop a talent pipeline for succession planning and drive transformation.


Qualification and Experience


  • Relevant tertiary qualification (Post graduate qualification in organisational management or finance).
  • Experience as a Senior Principal Employee Benefits or Investment Consultant would be advantageous.
  • Extensive sales and distribution management experience in financial services (min 8 years).
  • Experience in strategic and operational client relationship management, client services.

Qualification and Experience (contiues)


  • Demonstrable network within the institutional space.
  • Strong commercial acumen and a proven sales track record.
  • Outstanding communication skills – written, verbal and presentation skills.
  • Proven experience in execute strategy in particular client strategies that deliver commercial value.
  • Ability to lead teams and be a manager of managers
  • Ability to coach, influence and inspire

Core Competencies


  • Cultivates Innovation by creating new and better ways for the organisation to be successful.
  • Client Focus - Building strong customer relationships and delivering customer-centric solutions.
  • Drives Results - Consistently achieving results, even under tough circumstances.
  • Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
  • Resilience - Rebounding from setbacks and adversity when facing difficult situations.

Personal Qualities


  • Organisational Savvy – Maneuvering comfortably through complex policy, process and people related organizational dynamics.
  • Manages Complexity – Making sense of complex, high quantity and sometimes contradictory information to effectively solve problems.
  • Drives Engagement – Creating a climate where people are motivated to do their best to help the organisation achieve its objectives.
  • Business Insight – Applying knowledge of the business and marketplace to advance the organisation’s goals.

Personal Qualities (continues)


  • Strategic Mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies.
  • Financial acumen – interpreting and applying understanding of financial indicators to make better business decisions.
  • Optimises work processes – knowing the most effective and efficient processes to get things done, with a focus on continuous improvement.
  • Disciplined execution - the relentless focus on accomplishing the business plan.

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


The Sanlam Group is committed to transformation and embracing diversity . Our employment equity plan and targets will be considered as part of the recruitment process. This commitment is what drives us to achieve a diverse workplace with employment equity as a key goal to create an inclusive workforce, representative of the demographics of our society as well as people with disabilities.