Business Development Manager - Covered Business (Cape Town, Western Cape, ZA) @ Sanlam Life Insurance Limited

Who are we?

Glacier by Sanlam brings together leading experts and respected financial services companies to meet clients’ investment needs. We deliver focused investment services through specialist teams, partner with acclaimed financial intermediaries and pride ourselves on our superior products and solutions and high quality service. We offer a comprehensive range of investment solutions, designed to assist in the creation and preservation of wealth. Our offering encompasses local investments, including fixed term investments and investments with guarantees, international investments, retirement saving solutions, and retirement income solutions. While each solution has its own distinct purpose, they all share the world-class quality and commitment that have come to distinguish Glacier.

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 shape market-level growth strategies by identifying emerging opportunities, defining partnership models, and providing expert guidance on new distribution ecosystems that support long-term strategic objectives.

Location: Cape Town supporting greater Western Cape. 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 Proven AI capabilities and understanding. 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) 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. 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.
• Customer Needs Clarification - Level 7 - Optimisation Set clear objectives for each sales call; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision-makers and influencers within the customer organization; gather and analyze relevant information; and gain agreement to a statement of customer requirements.
• 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.
• Sell Customer Propositions - Level 7 - Optimisation Configure a complex product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists.
• Present the solution to customer representatives and negotiate agreement within a predefined range of commercial parameters, or, alternately, review sales proposals from team members and authorize those that deviate from standard terms, escalating issues to senior management where appropriate.
• Required Skills 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.

Understands Buying Influencer Needs - Advanced Works at an advanced level to quickly and accurately define the needs of the key buying influencers. Typically works independently and provides guidance. 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.

Direct Sales - Advanced Works at an advanced level to maximize the volume and value of sales made directly with clients and accounts. 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 Basic experience of coordinating the work of others (4 to 6 months) Education Postgraduate Qualification Required Behavioural Competencies Customer Focus Manages Complexity Communicates Effectively Instils Trust Builds Networks Ensures Accountability The Sanlam Group is committed to achieving transformation and embraces diversity.

This commitment is what drives us to achieve a diverse, inclusive and equitable workplace as we believe that these are key components to ensuring a thriving and sustainable business in South Africa. The Group's Employment Equity plan and targets will be considered as part of the selection process.