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Director, Institutional Bunsiness (Banking) - Sydney Based Role

Employer
Robert Walters
Location
UK
Salary
Competitive
Closing date
Oct 15, 2019

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Job Role
Finance Director/Head of Finance
Sector
Finance
Contract Type
Permanent
Hours
Full Time
This market leading Australian Financial Services firm is currently hiring a Director to lead their Institutional arm of the business. The successful candidate will have varied experience in management, and will have extensive experience within Financial Services, the role is based in Sydney and you will have to already have working rights in Australia to be considered. Purpose ?This position has strategic responsibility for pursuing and maintaining relationships with a portfolio of the largest and most complex clients and prospects in Australia and New Zealand. The central focus of the role is the proactive development and marketing of financial solutions with the objective of maximising the extent and sustainability the clients and group's relationship with each client. The secondary focus of the role is to provide ideas/initiatives that enable my client to differentiate itself; improve brand awareness and increase client and prospect willingness to consider our client and its affiliates To advise the clients boutique investment partners on initiatives that enhance commercialisation Accountabilities (Key responsibilities, detailing what the role is accountable for) - To build strong working partnerships clients and prospective clients within the client portfolio. To formulate with affiliated boutique investment partners, and implement marketing strategies aligned with the business strategy of each affiliated boutique investment partner. To develop and implement a strategic and tactical plan for each client and prospect, drawing on in-depth knowledge of the clients' and prospects' business objectives and competitive opportunities / threats. Manage the pipeline of opportunities in the client portfolio to maximize the conversion of opportunities into the growth and retention of portfolio revenue. To develop and cultivate relationships with decision-making internal investment personnel within the businesses of clients and prospective clients. To keep abreast of current trends, market opportunities, historical transactions and emerging themes across fixed income, and listed equity asset classes and be able to demonstrate a lateral thinking ability to provide appropriate solutions. Liaise with affiliate investment partners and to develop and drive responses to specific sales opportunities. Strengthen the clients relationships with Institutional Consultants through proactive, ongoing contact with research teams and field consultants. Meet frequently, both with and without Investment Professionals to maintain awareness of the plans, current priorities and needs across asset classes. Represent the client at industry and client forums and conferences Financial Accountability - Asset Management wide targets including: Accountability for revenue targets - personal accountability for approx. 30% of A$14.5 million annual new expected lifetime fee income (equity accounted) Accountability for institutional client relationships Accountability for retention of FUM Skills, Knowledge & Experience - The successful candidate will have a minimum of 10 years previous experience and will have a demonstrable track record leading, managing and securing complex investment mandates or capital markets banking transactions. They must be able to move from strategic to tactical activities with ease and have a passion for the asset management business The ability to demonstrate the capacity to balance several sophisticated product offerings and substantial new client acquisition targets, with a genuine passion for excellence in client service and the capacity to form deep and sustainable relationships. Significant experience in Financial Services industry, specifically investment/wealth management, financing and facilitating investment in direct real assets and capital markets generally. Strong leadership and client relationship management skills, ability to develop sales and marketing strategy and then manage execution to build a profitable business which acquires and retains clients A proven record in sales, sales planning and client management and negotiation skills (to secure the best possible arrangements for the client). The person will also have the ability to 'sell' to multiple stakeholders on the one transaction. Outstanding presentation skills with the ability to present at a technical level and to influence with substance; The capacity to think laterally and creatively to solve client problems; The capacity to form and develop trusting relationships with key internal and external stakeholders to ensure all possible opportunities are captured for clients Significant experience in Financial Services industry, specifically investment/wealth management Strong leadership and client relationship management skills, ability to develop sales and marketing strategy and then manage execution to build a profitable business which acquires and retains clients Experience leading and managing distribution businesses Global distribution experience Competencies - Executing for results: The ability to develop a sales and marketing strategy, manage execution to originate transactions and 'win clients' amongst sovereign wealth funds, large superannuation funds and sub-advisory distribution partners in Australia and New Zealand. Influence: Highly effective in leading and influencing people across business to ensure deals are completed and lead to the deepening of relationships so that other solutions or product offerings, where appropriate, can be introduced. Accountability: The willingness to take responsibility and deliver against business development targets within the identified and agreed target market Key Contracts / Working Relationships GM Wealth & Asset Management Services GM Boutiques Director Institutional & Consultant Relations Senior investment personnel at the company and its affiliated investment boutiques Senior management in Corporate & Institutional Banking. Senior investment personnel at clients and prospects This job was originally posted as www.totaljobs.com/job/88147757

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