Head: Institutional Distribution

Sanlam Investments- We offer a wide range of investment and financial planning solutions to protect and grow our clients’ long-term wealth.- Sanlam Investments (SI) is one of South Africa’s largest investment management companies, offering a comprehensive range of client-focused investment solutions to end-investors, intermediaries and larger institutions. Our comprehensive investment offerings include active solutions (equities, fixed interest, balanced and absolute capabilities), indexation solutions (index tracking and factor-based solutions), alternatives (private equity, private debt, infrastructure and direct property) and multi-managed products.**What will you do?**
- This senior leadership position requires a comprehensive understanding of financial markets, coupled with a strategic mindset to lead business development initiatives and oversee the development of complex financial solutions for institutional clients. Your expertise in negotiation, risk management, and regulatory compliance will be instrumental in ensuring the success of client portfolios and driving revenue growth.**Key responsibilities**

**Business Development**:

- Develop and execute a business development strategy to identify and pursue new institutional clients and business opportunities.
- Practice and ensure strong client experiences underpinned by an ethos of knowledge-based client relationships, process driven protocols, high quality service levels, strong market visibility, robust client activity and the diligent use of our CRM system.
- Driving the design and construct of a business intelligence framework and a data driven path (including market segmentation, account profiles, coverage models for the market, sales pipeline and hospital lists and other key measures or indicators)) in our take to market approach.
- Provide leadership and guidance to the institutional business development team and other stakeholders, promoting a culture of collaboration, accountability, and continuous improvement.
- Growing the SI institutional client and asset base.
- Retention of existing institutional clients.
- Influence overall profitability of clients by meeting targets, as agreed with Segment Head,
- Act as the key interface between the client and SI (including capability factories as well as other Sanlam distribution teams) as well as acting as a SI brand ambassador.
- Understand client needs in order to identify and price appropriate capabilities simply and effectively.

**Effective Management of Institutional Distribution Team**:

- Manage and lead a team responsible for managing institutional client relationships by aligning with the business objectives.
- Leading the Sanlam Investments institutional (client-facing) team towards strong net flow outcomes across the active, indexation, multi-management and private markets business lines that, in aggregate, constituted assets under management of R700bn (post-Absa transaction).

**What will make you successful in this role?**

**Minimum requirements**
- Undergraduate degree, preferably commercial (e.g. B.Com, B.Bus.Sc)
- Relevant postgraduate qualification would be advantageous (e.g. CFA, MBA)
- At least 8 years related experience in institutional asset management.
- Proven track record of successful client relationship management and business development.
- Strong understanding of financial markets, investment products, and regulatory requirements.
- Strong understanding of the corporate landscape, service providers and key needs of retirement funds.

**Competencies**

Core Competencies- Cultivates Innovation - Creating new and better ways for the organisation to be successful.
- Client focus - building strong client relationships and delivering client centric solutions.
- Drives results - consistently seizing opportunities and achieving results even under tough circumstances.
- Collaborates - building partnerships and working collaboratively and inclusively with others to meet shared objectives.
- Being Resilient - rebounding from setbacks and adversity when facing difficult situations.
- Behavioral Competencies- Oganisational 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.
- Plans and Aligns - planning and prioritizing work to meet commitments aligned with organizational goals.
- Functional Competencies- Key Account Management and Negotiation.
- Customer Relationship Management.
- Review, Reporting and Trend Analysis.
- Product and Pricing Knowledge.
- Technical advice and support.
- Compliance and Risk management.
- Strategic business plan development and implementation.
- Key differentiators- Deep understanding and commitment to service excellence.
- Strong and passionate about client experience.
- Technical aptitude, knowledge and understanding of operational asset management functions.