Institutional and Retail Investments Business Development Manager

Rory Mackie & Associates

Cape Town, South Africa, Western Cape, ZA

5d ago

Due to business growth, an increase in clients and products managed by our client, they are looking to hire an Institutional and Retail Business Development Manager to bring capacity to their sales, branding and marketing efforts.

As Business Development Manager, you will work closely with the Business Development Team and the CEO to grow Assets Under Management (AUM).

This role will be based in Cape Town and will report directly to the CEO.

Your key responsibility will be to drive AUM growth through a business development strategy which entails developing, nurturing and maintaining key client relationships and networks in existing and new markets within the investment industry;

developing a sales and distribution strategy for existing and new investment products and contributing to building and enhancing the brand by ensuring client satisfaction and client retention through collaborative efforts from various teams within the business.

Travel including outside of normal business hours and / or business days will be part of the role.

Primary Responsibilities :

Business Development, Branding and Marketing Operations Functions (Infrastructure, Process, Systems and Tools) :

Implementation of Business Development, Branding and Marketing processes and systems that can cater for scale, operational efficiency, technology, workflow and strong governance

Create, implement and maintain procedures and documentation for Business Development, Branding and Marketing best practices;

leverage the use of technology to provide efficiencies in all areas of Business Development, Branding and Marketing

Develop and maintenance of systems and tools to support Business Development, Branding and Marketing operations

Work on firm-wide special projects related to operational efficiencies and process improvements

Strong awareness of operational market developments and ensuring solid relationships across the operations eco system

Client Relationship Management :

Manage a portfolio of key relationships that can attract additional assets under management for the company across multiple assets;

Design and implement call reporting and a pro-active approach to

nurturing / farming these relationships;

Identify key relationships / ecosystem players not engaged by the company and build relationships with these market players;

New business and opportunities generated from the relationships;

Conduct relationship marketing, client engagement and brand building;

Give direction regarding tactical event strategies, hosting events, and networking so as to grow new business;

Promote the brand and image by networking with key industry stakeholders.

Formulating and implementing a business development strategy :

Develop a strategic plan for business development (new business and client retention) which aligns with business growth objectives;

Conduct market analysis and evaluation;

Conduct competitor analysis and organisation positioning;

Develop and implement a product capability strategy

Managing and overseeing client retention strategy :

Identify where the business may be at risk and put plans and activities in place to retain and convert business to build loyalty

Identify and build tactical strategies to grow strong and enduring relationships with existing clients

Identify and put plans in place to grow new business from existing client base

Mobilise relevant teams to implement plans to retain existing clients

Managing and overseeing the sales (new business) strategy :

Manage key stakeholder relationships;

Mobilise the relevant teams in the organisation to achieve targets;

Identify and develop partnerships to leverage new opportunities;

Identify new markets for future opportunities;

Build and maintain a sustainable new business pipeline;

Understand the needs of both the end client and intermediaries; and design solutions that meet their needs;

Start with the customer needs first, and then find (or build) the capabilities to match and support;

Design pitches for various parties;

Engage with various teams to ensure proper governance procedures are in place and compliant for all key client relationships (i.e. local regulations);

Track and manage new business activities per stage (CRM tool) and provide relevant feedback to management;

Ensure proper housekeeping is in place and turnaround times meet client’s expectations;

Track and monitor new business activity and ensure client management is in order.

Managing and overseeing Client Retention Strategy :

Identify where the business may be at risk and put plans and activities in place to retain and convert business to build loyalty;

Identify and build tactical strategies so as to grow strong and enduring relationships with existing clients;

Identify and put plans in place to grow new business from existing client base;

Mobilise relevant teams to implement plans to retain existing clients.

Compliance, Regulation and Risk Management Functions :

Ensuring all compliance and procedures are adhered to

Plan, execute and monitor all Client transactions accurately and in accordance with established risk management procedures and risk parameters

Awareness of and monitoring key areas of Business Development, Branding and Marketing and all associated risk

Keeping up with market structure changes and regulation

Adherence to internal code of conduct and ethics

Adherence to regulatory requirements for the Representatives, Industry Professionals and the firm

Adherence to Client related compliance requirements

Relationship Management Functions :

Engagement across the organisation at all levels particularly with the CIO, Portfolio Managers, Business Development and Head of Operations

Formulation of strategy and plans to initiate, maintain and cultivate relationships with external stakeholders

Maintaining contact with key players in the industry and gathering information that is likely to affect sales strategy, market penetration and market positioning

Represent the business in appropriate external groups and engagements

Manage service providers for provision of the tools that can aid client service delivery

Keep up with any developments in the investment industry and professional bodies

Portfolio and Client Communication Functions :

Develop and / or contribute to written communications intended for distribution to clients

Contributes to written communications intended for distribution to clients

Strategic business input :

Report to the CEO on the business development deliverables;

Manage the business development budgets to meet the business development strategic objectives;

Provide input into the organisational strategy;

Provide input on environment and industry activities that may impact on the growth of the business.

Required Competencies :

Bachelors’ degree in Accounting, Finance, Economics or related discipline preferred. CFA or Masters’ Degree in Finance, Economics or a related discipline a significant plus.

FSB Regulatory Exams (as a Representative)

Knowledge of the investment industry and financial markets

Minimum of 8 - 10 years of Business Development experience in the Investment Management space and experience with institutional and retail clients including IFA’s and DFMs.

Knowledge and understanding of the Retail and Institutional Investment markets in South Africa and the distribution and intermediary channels

Technical experience in fixed income securities (both listed and unlisted securities) including derivatives, equities including derivatives, property and private markets.

Sound experience working with different fund structures including Collective Investment Schemes across various asset classes

Employment equity candidates will be given preference.

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