Commercial Portfolio Manager

7 days ago

Sandton, South Africa Sanlam Group Full time R1 200 000 - R1 800 000 per year
What will you do?

Responsible for managing a strategic portfolio of Underwriting Management Agencies (UMAs) under Santam's UMA incubator structure. This role ensures effective onboarding, oversight, and commercial performance of UMA partners while driving execution across the value chain-including acquisitions, reinsurance structuring, operational integration, and system alignment. Acts as the commercial custodian, interfacing with internal technical functions (Underwriting, Reinsurance, Finance, Legal, and Compliance) and external stakeholders (reinsurers, UMA principals, brokers).

What will make you successful in this role?

Key Responsibilities:

Partnering with UMA Businesses
  • Take ownership of strategic relationships with UMA partners, applying a client-centric approach.
  • Coordinate, facilitate, and build long-term strategic relationships with UMA clients and business partners.
  • Negotiate business terms and contracts with UMA clients in alignment with strategic and commercial objectives.
Account Management
  • Oversee the overall financial, operational, and service delivery to a portfolio of UMA clients, according to agreed service standards.
  • Coordinate all internal resources-including Underwriting, Compliance, Legal, Finance, and IT-to ensure effective service delivery.
  • Manage and monitor the performance of third-party administrators where applicable.
Commercial Growth and Acquisitions
  • Drive profit contribution of the UMA portfolio through strategic account development.
  • Develop trusted business partner relationships and assist UMAs in shaping and executing their business strategies.
  • Identify and evaluate cross-selling opportunities and potential UMA acquisitions.
  • Lead or participate in acquisition assessments, due diligence processes, and onboarding of new UMA partners.
  • Support sustainability and succession planning for UMA businesses.
Business Development
  • Identify and secure new UMA partnerships and business opportunities, aligned with incubator strategy.
  • Participate in developing and implementing the UMA business strategy.
  • Adopt a proactive sales and market engagement approach to grow portfolio value.
Team Leadership
  • Lead and mentor Client Management Team members, ensuring consistent service delivery to UMA clients.
  • Manage team performance and resource allocation to meet portfolio needs.
Risk & Governance
  • Manage risks associated with UMA relationships, ensuring compliance with contractual, regulatory, and reinsurance requirements.
  • Prepare budgets, forecasts, and performance reports, monitoring variances and implementing corrective actions.
Qualifications & Experience
  • Minimum 5 years' experience managing outsourced insurance businesses, UMAs, or insurance partners
  • Business qualification or equivalent relevant experience
  • Professional insurance qualification or equivalent experience (FAIS compliant)
  • Corporate and commercial underwriting experience (advantageous)
  • Proven exposure to reinsurance structuring and acquisition processes
Knowledge & Skills
  • Client-centric relationship management
  • Strong negotiation and contract management skills
  • Ability to work under pressure, adapt, and make sound decisions
  • Strategic and commercial thinking with entrepreneurial flair
  • In-depth knowledge of UMA business models, market dynamics, and partner requirements
  • Technical insurance expertise (corporate and commercial underwriting)
  • Understanding of compliance and regulatory frameworks for UMAs
  • Reinsurance structuring knowledge (treaty and facultative)
  • Cell captive structuring knowledge (advantageous)
  • Strong financial acumen, including ability to interpret financial statements and calculate performance ratios (e.g., ROE)
  • Proven ability to identify acquisition opportunities and conduct commercial due diligence
  • High-level interpersonal skills, stakeholder engagement, and influencing ability
  • Project management, product development, and research skills

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