Structured Solutions Sales Specialist

Empowering Africa’s tomorrow, together…one story at a time.

Belonging at Absa

Absa is committed to creating an inclusive workplace where everyone can thrive. We are an equal opportunity employer and welcome applications from suitably qualified individuals from diverse backgrounds. In support of our Diversity, Equity, Inclusion and Belonging (DEIB) commitments and Employment Equity objectives, preference may be given to candidates from underrepresented designated groups, including persons with disabilities. We encourage applicants who may require reasonable accommodation during the recruitment process to let us know so that appropriate support can be provided.

Job Summary

Absa CIB's Index and Structured Solutions Distribution team is seeking a senior sales specialist to originate and convert opportunities across the IFA, broker, wealth-management and retail-distribution markets. This is a commercial, client-facing role accountable for growing sales and market share, deepening intermediary relationships and opening new channels for structured notes, fund-linked solutions and related investment capabilities. The successful candidate will own priority relationships end to end, translating adviser and investor needs into approved solutions and coordinating structuring, product, legal, risk, operations and execution teams to deliver them.
The ideal candidate will have a strong understanding of listed and unlisted investment banking products (including Collective Investment Schemes), strong analytical ability, a thorough grasp of the investment product lifecycle and experience in CIB structured-product distribution. They will own the maintenance of listed and OTC investment products and build relationships across all investor types, including institutions, Mancos, Collective Investment Schemes, hedge fund managers, IFAs and retail intermediaries.

Job Description

Overall Job Purpose

Absa CIB's Index and Structured Solutions Distribution team is seeking a senior sales specialist to originate and convert opportunities across the IFA, broker, wealth-management and retail-distribution markets. This is a commercial, client-facing role accountable for growing sales and market share, deepening intermediary relationships and opening new channels for structured notes, fund-linked solutions and related investment capabilities. The successful candidate will have priority relationships end to end, translating adviser and investor needs into approved solutions and coordinating structuring, product, legal, risk, operations and execution teams to deliver them.

The ideal candidate will have a strong understanding of listed and unlisted investment banking products (including Collective Investment Schemes), strong analytical ability, a thorough grasp of the investment product lifecycle and experience in CIB structured-product distribution. They will own the maintenance of listed and OTC investment products and build relationships across all investor types, including institutions, Mancos, Collective Investment Schemes, hedge fund managers, IFAs and retail intermediaries.

 

Key Accountabilities

Accountability: Client/stakeholder relationship management

 

• Build and execute a coverage plan for IFAs, brokers, wealth managers, LISPs/platforms and retail distributors, prioritising the segments with the strongest commercial potential.
• Engage clients, platforms, regulators and intermediaries to ensure smooth instructions, transactions and reporting that meet client and regulatory requirements.
• Build strong relationships and take ownership of the client experience.
• Work closely with other value-chain teams and key stakeholders to ensure an integrated approach to product maintenance.
• Originate, qualify and convert opportunities across structured notes, fund-linked, on-shelf and bespoke solutions, owning each from first engagement through implementation to expiry.
• Grow revenue from existing relationships through account planning, regular engagement, cross-selling and identifying unmet client needs.
• Maintain a measurable pipeline (stage, value, probability, next action, dependencies and target close date) and provide accurate forecasts and management reporting.
• Negotiate commercial terms within approved mandates, coordinating pricing, structuring and execution to improve conversion while protecting client outcomes and business economics.

IFA and broker market coverage 

 

• Build trusted senior relationships with IFAs, broker networks, discretionary fund managers, wealth managers, platforms and other retail intermediaries.
• Act as primary contact for allocated relationships, providing service, product education, market insight and query resolution.
• Expand Absa's reach beyond existing channels by targeting new firms, adviser groups, platforms and regions, each with a structured engagement plan.
• Raise awareness of Absa's Index and Structured Solutions capabilities through adviser meetings, roadshows, webinars, training and industry forums.

 

 Solution development and distribution enablement 

• Work with structuring and product teams to turn intermediary and client needs into commercially viable solutions within approved product, governance and suitability frameworks.
• Support the development and distribution of structured notes, fund-linked, listed and other approved investment solutions for the target market.
• Provide market input to shape product propositions, sales collateral, adviser tools, launch plans and campaigns.
• Lead sales activation of new products, with target segments, value propositions, client lists, training and conversion plans defined before launch.
• Coordinate implementation from opportunity through onboarding, documentation, execution, settlement and lifecycle servicing, with clear ownership across the value chain.

 

 

Client service and relationship management 

• Deliver a consistent, professional, solutions-led client experience that balances sales growth with long-term relationship value.
• Ensure client and intermediary queries are acknowledged, owned and resolved promptly.
• Hold regular relationship reviews covering pipeline, live products, upcoming maturities, service issues, new opportunities and agreed actions.
• Build effective working relationships with Structuring, Trading, Product, Legal, Compliance, Risk, Operations, Marketing and coverage teams.

 

Governance, conduct and risk management 

• Operate within all regulatory, conduct, financial-crime, sanctions, product-governance and internal approval requirements.
• Use only approved products, materials and representations, ensuring communications are clear, fair and not misleading.
• Keep complete, accurate records of client interactions, opportunities, approvals, commitments and follow-ups.
• Promptly identify and escalate suitability, conduct, operational, reputational and execution risks, and support remediation.
• Partner with onboarding and control functions on intermediary, client and fund due diligence, documentation and account activation.

 

 

Business management and market development 

• Contribute to annual sales plans, revenue budgets, channel strategy and market-share targets for the IFA and broker segment.
• Track performance against commercial and activity targets, and take corrective action where pipeline, conversion, revenue or engagement falls short.
• Identify improvements to sales processes, adviser journeys, reporting, digital enablement and scalability.

 

Role / Person Specification 

 

Education and Experience Required

• Tertiary qualification: BCom in Finance, Investments or Investment Management.
• Minimum 10 years' investment industry experience, including dealing with investors and systems; investment banking product experience essential.
• Minimum 10 years with a top-tier financial services firm.

 

Knowledge & Skills:

• Strong understanding of financial markets, structured investments, portfolio solutions and the economics and lifecycle of investment products.
• Deep understanding of the IFA and broker value chain, including adviser decision-making, client needs, platform/shelf dynamics and service expectations.
• Consultative selling, senior relationship management, negotiation and closing skills.
• Ability to explain technical investment concepts simply, without overstating benefits or understating risks.
• Commercial judgement, prioritisation, numeracy and disciplined pipeline management.
• Strong written, verbal, presentation and stakeholder-influencing skills.
• Working knowledge of CRM, pipeline, reporting and product systems.
• Knowledge of competitor products.
• Ability to perform in a pressurized sales environment.

 

Competencies:

• Client and intermediary centricity 
• Commercial drive and accountable execution 
• Entrepreneurial opportunity identification 
• Relationship building and influencing 
• Collaboration across complex delivery teams 
• Sound judgement, integrity and conduct orientation 
• Resilience and effectiveness in a target-driven environment 
• Planning, prioritisation and attention to detail 

 

Indicative Measures of Success 

• Revenue and sales against agreed targets for the allocated market and product set.
• Value, quality and conversion rate of the qualified pipeline.
• Number and revenue contribution of new active intermediary and distributor relationships.
• Growth in share of wallet, repeat business and product penetration across existing relationships.
• Broader channel coverage and less reliance on a few incumbent relationships.
• Successful launch and market adoption of newly approved products.
• Service quality, responsiveness and timely issue resolution.
• Accurate forecasting, complete records and adherence to governance, conduct and control requirements.

 

Education

Bachelor's Degree: Finance, Bachelor's Degree: Mathematics, Bachelor's Degree: Physical, Mathematical, Computer and Life Sciences, Master's Degree: CFA