Job Description

Role Definition:

Reporting to the Head of Institutional - South East Asia, this role is an integral part of the team responsible for expanding, diversifying, and retaining funds under management with institutional clients in Southeast Asia, with a primary focus on Singapore. The incumbent will work closely with the Head of Institutional - South East Asia and will be responsible for identifying, establishing, and managing relationships with key target institutions, including central banks, sovereign wealth funds, insurers, endowment funds, government institutions, and other official organizations, primarily in Singapore, but also across Southeast Asia.

As a member of the South East Asia (SEA) Institutional Client team, the role is versatile, involving both a leadership role in designated client relationships, pitches, and initiatives, as well as a supportive role as the second chair on other accounts. The role is expected to provide guidance and mentorship to junior team members and collaborate closely with internal stakeholders, such as fund managers, consultant relations, and client services, to execute the sales and retention strategy.

The role is responsible for maintaining a well-structured sales management process, including prospect identification, project management for complex client engagements (proposals and reviews), serving as the client advocate, and ensuring the delivery of timely and accurate management information. The incumbent should possess an in-depth understanding of the firm\'s investment capabilities and the specific needs of prospects to generate ideas and create effective client engagement points.

This role primarily involves client interactions and will play a pivotal role in building the firm\'s brand in Southeast Asia, positioning it as a top-tier investment house.

Duties and Responsibilities:

Sales Strategy:

• Support the implementation of a targeted sales strategy for the SEA market, with a primary focus on Singapore.
• Take individual responsibility for designated relationships and initiatives, while also assisting the Head of Institutional - South East Asia in client relationships.
• Identify and explore new opportunities and relationships to support the sales strategy.
• Collaborate with the Head of Institutional - South East Asia in developing the sales strategy and account plans, particularly for Singapore.
• Contribute to the growth of assets under management across various investment strategies and solutions.
• Work closely with internal stakeholders, including fund managers, legal and compliance, and support teams, to effectively manage the team\'s formal client engagements, such as proposals, pitches, and reviews.
• Stay informed about industry developments and gather market intelligence for feedback to the broader business.
• Achieve individual meeting activity objectives, contribute to team pipeline development, and help in team sales conversion.
• Execute programs to support the sales effort, such as arranging trips for fund manager and portfolio specialists to enhance the company\'s profile and prospects.
• Maintain a high level of knowledge about the firm\'s investment capabilities and align them with the needs of prospects to generate ideas and create client engagement points.
• Guide and mentor junior team members in executing the team\'s sales strategy.
• Utilize Salesforce for client tiering, meeting notes, and keeping key prospect account plans up to date and accurate.
• Oversee the production of accurate and timely management information to support decision-making.

Cross-Sell and Client Retention:

• Collaborate closely with the client service team to collectively own client retention, assist in developing client relationships to effectively cover day-to-day client servicing, and troubleshoot client retention issues.
• Identify and support cross-sell opportunities.

Core Knowledge:

• Understanding of the Asset Management industry and the regulatory environment in South East Asia, particularly in Singapore.
• Excellent knowledge of the sales process.
• A proven track record in dealing with clients within Asset Management, including the ability to build strong relationships.
• Product experience, including global equities, global fixed income, private markets, and multi-asset.

Core Skills:

• A self-starter with high motivation and the ability to work independently.
• Personal integrity, a strong client focus, and respect for colleagues.
• A strong team player, capable of working in both a supporting and leading role.
• The ability to professionally engage clients and represent the company\'s brand.
• Strong planning, organization, and initiative-taking skills.
• Outcome-oriented, with a focus on achieving sales outcomes.
• Excellent communication skills, both written and spoken, in face-to-face and telephone interactions.

Singapore Employment Agency Licence No: 16S8069

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