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Feb 24, 2021

Area Manager

  • Sanlam Group
  • Kimberley, South Africa
Full time Management

Job Description

Who are we?

Sanlam Developing Markets (SDM) (a wholly-owned subsidiary of Sanlam Life Limited) is one of the top financial services providers in the South African entry-level and emerging middle market. It aims to understand the unique requirements of clients and offers a wide range of simple and affordable financial solutions that cover needs such as funeral insurance, savings for education, life cover and personal accident plans. In terms of the Sanlam Group Governance Policy, SDM is managed by the SA Retail Mass cluster, which is part of the Sanlam Life and Savings cluster within the Sanlam Group. There are four businesses within the SA Retail Mass cluster, namely; Group Benefits, Individual Life, Safrican Insurance and African Rainbow Life.

Sanlam Values
The ability to demonstrate, understanding and apply our Sanlam values is embedded in all roles. Applicants must exhibit their commitment to the values as part of the application process.

Lead with courage
Serve with pride
Care because we respect each other
Act with integrity & accountability
Grow value through innovation & superior performance


What will you do?

Contribute to the creation of the provincial distribution strategy
Create, implement and be accountable for the geographical Agency distribution’s vision and strategy/plan of IL Distribution
Demonstrate inspirational leadership for Branch & Sales Managers
Drive business innovation through partnerships with identified partners (Santam\MiWay, Sanlam Fiduciary, Glacier Investments, and Sanlam Health & Sanlam Employee Benefits)
Implement the Provincial strategic plan of the Senior Implementation and Relationship Executive
Represent the ambassadorial ‘face of the Area’ in terms of events and recognition
Ensure collaboration and synergy between all channels across segments in the province to drive sales and market share growth
Accountable for achievement of the Area profitability (VNB and expense management) for the province
Ensure adherence to compliance and risk management for the province
Ensure operational excellence within the province
Develop talent and drive transformation

Undertake strategic leadership
Form part of the Provincial Mancom that takes collective accountability for the decision making and leadership of the Area
Analyse market changes, competitors, risks, opportunities and threats and create contingency plans for these in order to protect and grow market share
Be overall accountable for the profitability and success of the province with respect to strategic attainment of business plans, decision making, operations, sales, compliance and customer service
Understand the overarching IL Distribution strategy and vision in order to co-create (with the Branch Managers and Area Manco) and aligned national distribution strategy that incorporates all 5 channels across the different segments
Lead a culture of high performance within the province through present and courageous leadership and ensuring that the region;
is structured and set up correctly in order to function effectively
is adequately resourced to meet goals/targets
is trained, developed and up-skilled
is clear on their business goals and share a common sense of purpose
is motivated, encouraged and supported in their jobs
is disciplined, performance managed and rewarded appropriately

Strategically drive the execution of the provincial sales strategy through sales management

In conjunction with the Branch Managers, communicate the channel and provincial distribution strategy at the Area level and work with the Area Manco to formulate the provincial business plan including; o sales targets o expense budgets
manpower growth
tactics, projects and marketing plans for penetration and growth o create provincial value propositions and strategies o broaden existing intermediary base and market share
In conjunction and to support the strategic plans of the Senior Implementation and Relationship Executive
By working closely with the Branch Managers to ensure that there is a sound understanding of how the different channels need to work collaboratively to achieve the strategy and that processes and communication within the province and between teams support this
Ensure Branch Managers generate tactically aligned plans within the sales teams to effectively penetrate new and existing markets within the Area
Get regular feedback and updates from the Branch Managers and Area Manco on sales performance against target. Report these back to the Provincial Executive

Undertake the area ambassador role

Be the face of the Area (Cross Channel), an ambassador for clients, stakeholders and intermediaries in the province (relationship building, events, recognition conferences, networking, opening doors, influencing etc.)
Positioning of Sanlam as a brand and business on provincial level in the market with key public and private market stakeholders
Engage with industry bodies (i.e. business and community forums)
Develop and maintain provincial business partnerships within the financial services community (including competitor liaison when required)
Identify and engage high impact intermediary opportunities
Host events and functions that drive recognition
Forge close relationships and influence with Product Houses and key HO functions on behalf of the province in order to partner with the province for support and collaboration

Be accountable for the area expense budgets and profitability

The Area Manager has strategic and operational accountability and oversight of the items below:

Budgets and expense management:

Work closely with the Provincial Executive to;
Ensure that clear and robust expense budgets are created and managed, and that expense management processes are undertaken
Be overall accountable for the achievement of the area budget
Constantly look for cost saving initiatives and create a cost awareness culture within the Area

Profitability:

Understand and implement practices to ensure viability and profitability of the area
Have accountable oversight of;
VNB
Product mix
Create and direct opportunities to increase new business streams
Cost to income ratio

Be accountable for risk management and compliance within the area (including Key Individual)

Work closely with Branch Managers and Compliance Officer to ensure accountability for;

Demonstrate the knowledge and understanding of all relevant regulatory and legislative laws/rules/ frameworks applicable to doing business compliantly
Be able to adapt quickly to changes to remain competitive and compliant
Drive ongoing awareness and education of compliance within the province
Knowledge, accountability and ability to be accredited for and undertake the 16 duties of a Key Individual (KI) requirements for the area
Identify areas of risk within the area and ensure there are appropriate management processes, monitoring, reporting and corrective actions in place to minimise or eliminate these

Drive change and business innovation within the province
Drive and support the SKY IL and Agency Distribution strategy
Act as sponsor for all major internal change initiatives (i.e. restructuring) within the province communication/visibility, change management and support activities
Identify areas within the provincial operation that need to be made more effective, cost efficient or client centred; and create actions and projects to improve these through innovation
Create a culture of innovation within the province
Encourage and reward staff for business innovation ideas that save costs, increase value add or make processes more effective

Build and develop relationships, networks and new markets

Work closely with the Senior Implementation and Relationship Executive, Key Accounts Specialists, GMD and other IL Distribution partners and different distribution support resources to identify high impact clients, associations and worksites/ companies (public and private sector) to approach and build relationships with
Partner with the Provincial Executive to attend and host selected client engagement opportunities (i.e. golf days, wine tasting etc.,) in order to market Sanlam
Personally undertake to engage with and contact/network with such ‘high value’ clients/companies in support of marketing initiatives
Look for opportunities to penetrate less utilized market segments within the region. Formulate creative value propositions and strategies to gain access to, and contract clients/leads working in these markets
Network, build partnerships and contract internally with different Product Providers, SPF Distribution and other key stakeholders to enable the execution and support of the regional strategy

People Management

Recruitment and Selection:

Ensure that high potential talent is sourced and selected into the area to support the vision and talent succession needs

Diversity and transformation:

Embrace transformation in the area. Promote and communicate transformation as a key strategy within the area and support initiatives to achieve DTI targets and EE Targets
Align HR practices and decisions within the area, with respect to recruitment and promotion of staff, to support transformation targets
Recruit, groom and develop Advisors and Management into the business for future succession planning

Train, coach and mentor staff
Ensure all direct reports have development plans, discussions and are suitably trained for their positions
Ensure there is ongoing and robust vesting and development of Advisors within the region (through SM’s)
Ensure that direct reports are coached, developed and motivated to become productive and vested as soon as possible
Act as mentor to key staff within the area

Performance contracting and management:

Undertake effective performance contracting with all direct reports (Scorecards)
Undertake performance management and performance discussions with all direct reports
Ensure updated job profiles, competency models and KPA documents for all staff
Update and manage annual and sick leave
Achieve EE appointment/promotion ratios
Undertake staff career development and talent retention strategies

Qualification & experience
Grade 12
Business, Legal or Commercial Degree/MBA an advantage
CFP an advantage
Key Individual (KI)
It is expected that the successful candidate meet the requirements of Class of Business (COB) at the date of appointment

Knowledge and skills
Sound Financial Services experience at a middle management level within the corporate environment
At least 2 years Sales and Distribution exposure
At least 2 years sound management and leadership experience

Personal qualities
Sales and target driven
Partnership and relationship builder
Leadership abilities (vision, courage, values, ethics, connecting with people)
High energy levels and action orientation with tenacity
Able to operate, challenge and influence at a strategic/tactical level
Socially confident and skilled to communicate well
Able to inspire and motivate others into action
Results orientation (sales/target focussed)
Influencing abilities
Networking and natural relationship builder

Our aim is to help you build a successful career with us
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 great things. We pride ourselves in helping our employees to realise their worth. Through its business clusters – Sanlam Personal Finance, Sanlam Emerging Markets, Sanlam Investments, Sanlam Corporate Santam, Miway, as well as the Group Office – the group provides many opportunities for growth and development.

Turnaround times
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.

The Sanlam Group is committed to transformation and embracing diversity and 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.

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.


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