Area Manager: Alternative Distribution

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. The cluster focusses on retail products, as well as group schemes.

What will you do?

• The purpose of an Area Manager is to oversee and manage multiple branches within a specific geographic region, ensuring operational efficiency, performance, and strategic alignment with organizational goals through business insurance and lending
• Contribute to the implementation of geographical Alternative Distribution channel's retail branch strategy
• Demonstrate inspirational leadership to support and manage Branch Managers
• Drive business innovation through partnerships with identified partners within the group.
• Support the implementation of the Area strategic plan for Alternative Distribution Channel
• Represent the ambassadorial 'face of the Area' in terms of community events and sales campaigns
• Embrace collaboration and synergy between all channels across segments in the designated geographical area to drive sales and market share growth
• Accountable for achievement of the Area's profitability (VNB and expense management) for the province
• Ensure adherence to compliance and risk management for the designated area
• Ensure operational excellence within the designated area
• Support the development of talent, and drive transformation agenda.

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 designated area with respect to strategic attainment of business plans, decision making, operations, sales, compliance and customer service
• Understand the overarching Alternative Distribution channel's retail branch strategy and vision in order to co-create (with the Branch Managers and Area Manco) and aligned national distribution strategy that incorporates all channels across the different segments

Operational Leadership

• Provide feedback to the Provincial General Manager on the implementation of the strategic direction for the geographical area of the business unit
• Provide regular operational direction to align with strategic objectives of the Channel.
• Monitor and track branches' operational plans
• Ensure the effective implementation of all company policies
• Follow through and provide feedback on adverse audit findings and the implementation thereof.

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)
• 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

What will make you successful in this role?

• Drive change and business innovation within the province
• Drive and support the Alternative Distribution retail branch strategy
• Act as sponsor for all major internal change initiatives (i.e. restructuring) within the area's 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

• Partner with the Provincial General Manager 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 geographical area's strategy
• Provide support to the Branches in implementing the service and sales strategy for all walk-in clients.
• Provide regular feedback to the Provincial General Manager.
• Play an active role in providing input to the development and implementation of Client Satisfaction tools/indices.

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
• Retention of staff as a business imperative

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 branch consultants 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 branch consultants within the designated area
• 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)
• 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 And Experience

• Grade 12 / Matric
• A business-related degree or diploma qualification or related field (an advantage)
• FAIS Accredited Long-term Insurance (Funeral) and Lending
• Passed FAIS Regulatory Examination (RE1)
• Continuous Professional Development (CDP) complaint
• Meet al Fit and Proper requirements.
• Meet all the requirements for each Class of Business.
• At least 5 years related experience in the following but not limited: 3 years or more Long-term and or Lending experience in a sales and servicing capacity.
• A strong track record of success with prior experience in a retail branch distribution role

Knowledge And Skills

• Sound Financial Services experience at a middle management level
• At least 3 years Sales and Distribution exposure
• At least 3 years sound management and leadership experience
• Insurance and Financial Sector Industry
• Comprehensive Long-term and Lending Product Knowledge
• FSCA and Prudential Authority Framework and Requirements
• FAIS and Consumer Acts
• POPIA, AML, KYC to mention a few
• Basic understanding of underwriting discipline
• Insurance and Financial Sector Regulatory bodies
• Ombudsman (Long-term Insurance)
• National Credit Act and Regulatory Authority

Personal Attributes
Communicates effectively - Contributing independently

Tech savvy - Contributing independently

Action orientated - Contributing independently

Interpersonal savvy - Contributing independently

Persuades - Contributing independently

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 five business clusters – Sanlam Fintech, Sanlam Life and Savings, Sanlam Investment Group, Sanlam Allianz, Santam, as well as MiWay and the Group Office – the group provides many opportunities for growth and development.

Core Competencies
Collaborates - Contributing independently

Being resilient - Contributing independently

Drives results - Contributing independently

Cultivates innovation - Contributing independently

Customer focus - Contributing independently

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.

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.