Head: Business Development at Old Mutual South Africa

Job Description

• This role will be responsible to craft and execute a strategy for new business growth and “partnerships” in previously un-tapped markets for Old Mutual Corporate for Employee Benefits, with a focus on results and specified business targets measured in single premiums and return from operations

Leadership

• Play a key role in the leadership of the Corporate Distribution team and sits on the Distribution Executive Committee
• The role will be responsible to deliver additional Return From Operations (RFO) over a 3-year period which will be measured quarterly
• The role will work closely with the heads of various teams and business units, not limited to the Employee Benefits Proposition owner, the Head of Fairbairn Consult (OMCC), the Head of Distribution, other Business Developments teams in Corporate and the head of Annuities and Investment Centre of Excellence.
• The role will be responsible to develop the OMC strategy into retirement Funds sponsored by the various Municipalities, State Owned Enterprises, Bargaining Councils, other affinity groups as well as Unions.
• Business Development could include building partnerships with other access points directly, consultants or other parties in conjunction and in collaboration with the existing distribution channels
• The role could include manager of managers for business development

Market analysis and identification of key growth nodes

• Analyze the market and identify key growth nodes
• Keep database current
• Identify key stakeholders and map stakeholder engagement journey for Corporate together with OML Stakeholder Management

Key account management for business development of growth accounts

• Create key account management strategies for each of the markets and individual client opportunities, complete with contact map, opportunity set, solutions to create and channel to execute through
• Maintain the key account strategies and execute
• Hold quarterly stakeholder meetings

Collaboration with OM Limited business units to deliver value propositions

• Work in close collaboration with OML stakeholder relations, Mass Foundation Cluster, Personal Finance, Black Distributers Trust and other business units, in order to bring holistic solutions to this potential market in the process of crafting mutually beneficial partnerships
• Understand the broader OM solutions including Personal Finance and Old Mutual investment Group as well as Corporate fully in order to craft partnership solutions with potential market
• Work closely with the Business Development teams of Old Mutual Corporate Consultants and Corporate Direct Team to approach the market in a synchronized manner.

Craft opportunity set into Corporate and OML

• Collaborate with the various product solutions owners and business unit heads to craft bespoke solutions to satisfy the partnership needs from the prospective market per opportunity
• Collaborate with the various Distribution Teams to execute the delivery of the strategies

Business intelligence

• Conduct a competitor analysis of major competition and solutions at play in the potential market and ensure feedback to the team and the rest of the business (in addition to the analysis done by the product owners) and strategise on how to position against each.
• Continuously monitor and respond to developments in the market and provide feedback to internal stakeholders to ensure OM is in a position to respond.
• Keep abreast of the unfolding environment that industry & competitors face and identify related risks

General

• Network and build longer term relationships with others (internal and external) in order to attain business objectives
• Report monthly on plans, activity, prospects, challenges, risks and success

Job Requirements

• Appropriate  Degree or NQF 8 qualification / CFP highly recommended in addition) Or similar Tertiary qualifications suitable for Financial Services Business development and Key account management functions
• RE5 registered recommended
• At least 10 - 15 years relevant experience in the Employee Benefits Industry/ Advisory capacity and in the market to be targeted
• Leadership and strategic thinking
• Great people skills and a collaborative mindset
• Relationship Building and Key Account Management approach
• Strong Commercial Business mindset
• Stakeholder Management and Influencing
• Innovative and Agile-Ready
• Problem Solving

Closing Date

05 April 2023