Senior Institutional Business Development Consultant
23 July 2019
Web Ref : 503
Purpose of the Role: To achieve sales and business growth targets by selling company investment products to institutional clients and to service and retain existing clients, in line with the business strategy. Duties and Responsibilities: • Contributing to a culture conducive to the achievement of transformation goals by participating in company building initiatives (e.g. staff surveys etc) • Researching and making recommendations for corporate citizenship initiatives in area of influence • Participating and supporting corporate responsibility initiatives for the achievement of business strategy • Seeking opportunities to improve business processes; models and systems by identifying and recommending effective ways to operate and adding value to company • Initiating and developing strategic relationships with key service providers in the industry by maintaining relationships through regular meetings; presentations and workshops to drive new business opportunities • Facilitating introductions to new clients directly or through intermediary service providers and raise awareness of company investment products through face to face time with consultants • Pitching to potential clients both in presentation and tender form to secure new business • Attending industry relevant events to network and raise profile of company capabilities and Investment products • Sourcing and extracting relevant information from various databases and generate sales through cold calling and networking channels • Overseeing the delivery of client service to Institutional clients that have appointed company Investments funds; through understanding the objectives of the client and developing and implementing investment strategies around the objectives • Conducting regular report back presentations on the performance of investment strategy and products to existing clients • Ensuring the distribution of all communications and reporting material to clients is received on regular basis • Providing investment education to clients where necessary through presentations; workshops; etc • Initiating and delivering on appropriate client appreciation events • Managing sales activity and internal processes to support sales • Providing support to the Product arm of the business to help that area of the business achieve its targets • Selling the company Investments Consulting proposition through presentations; pitches; workshops; client appreciation events and utilizing company’s marketing channels • Overseeing the on boarding process; collation; distribution and signing of all necessary documentation and agreements for the implementation of new business • Ensuring accurate record-keeping of all client engagements; whether in person or other form • Ensuring Compliance with prevailing regulatory and legislative environment • Compiling monthly reports to management on all client activities and sales or client flows • Reviewing ongoing appropriateness of internal processes and adjust where necessary Support the achievement of the business strategy; objectives and values by reviewing Company and Business Unit Plan and ensuring delivered systems; process; services and solutions are aligned • Improving personal capability and staying abreast of developments in field of expertise by identifying training courses and career progression for self through input and feedback from managers • Ensuring personal growth and enable effectiveness in performance of roles and responsibilities by ensuring all learning activities are completed; experience practiced and certifications obtained and/or maintained within specified time frames • Enabling skilling and requiring corrective action to take place by sharing knowledge and industry trends with team and stakeholders during formal and informal interaction • Obtaining buy-in for developing new and/or enhanced processes (e.g. operational processes) that will improve the functioning of stakeholders' businesses by highlighting benefits in support of the implementation of recommendations Qualifications: • Matric / Grade 12 / National Senior Certificate • Advanced Diplomas/National 1st Degrees • Post graduate qualification - Actuary, Masters of Business Administration (MBA), Certified Financial Planner (CFP) or Chartered Financial Analyst (CFA) – Preferred Experience: • 5-10 years experience in a similar role Types of Exposure: • Conducting root cause analysis • Working with a group to identify alternative solutions to a problem • Analysing situations or data that requires an evaluation of multiple factors • Interacting with diverse people • Building and maintaining effective relationships with internal and external stakeholder • Developing ways to minimise risks • Analysing and interpreting qualitative and quantitative data • Drafting reports • Interacting with various levels of management • Managing conflict situations • Managing multiple projects • Influencing stakeholders to obtain buy-in for concepts and ideas • Answering customer questions • Sharing information in different ways to increase stakeholders understanding • Communicating complex information orally • Communicating complex written information • Comparing two or more sets of information • Identifying fraud trends Technical or Professional Knowledge: • Business Acumen • Industry trends • Microsoft Office • Relevant regulatory knowledge • Relevant software and systems knowledge • Business writing skills • Cluster Specific Operational Knowledge Behavioral Competencies: • Building Trusting Relationships • Sales Disposition • Technical/Professional Knowledge and Skills • Adaptability • Communication • Continuous Learning • Cultivating Networks and Partnerships • Energy • Execution • Influencing • Innovation
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