Business Development Manager

Description:

We are looking a highly motivated and dynamic salesperson to join our Melbourne-based financial intermediaries (FIT) sales team. This role plays a significant role in Capital Group’s plan to grow our business, and will report into the FIT team head responsible for leading and developing Capital’s intermediary business in Australia.

This role will be focused on the PB segment (e.g. PBs, EAMs, FOs), but we are still a tight-knit team that requires significant collaboration in order to succeed. We will work with you to set your exact account coverage, but would need the individual to also be flexible to cover include retail banks, integrated RB/PBs, to broaden your horizons and have back-up coverage in the team. This role will be highly externally focused and is well supported internally. Your efforts will not be diluted by working on onboardings or other tasks that aren’t directly sales related. Instead, this role provides an ideal platform for those that truly enjoys winning new business and serving & engaging clients. You should focus on activity designed to maximise new sales and retention. These include client trainings as part of the “sell-through”, being creative in engaging clients and positioning products, networking and building contacts, and managing accounts independently.

Collaboration is a key part of Capital Group’s success and its culture.

Primary responsibilities:

• Client-centric and consultative sales skills

• Build and maintain relationships with clients and prospects; take an interest in your clients

• Independently manage your accounts with direction and support by the FIT team head

• Drive sales and retain assets once funds are onboarded by conducting trainings, keeping gatekeepers updated as markets evolve, and differentiating against competing funds

• Be creative in engaging the distributors with bespoke events/webinars for bankers or end clients and other value-added services

• Proactively fill your pipeline of new clients through understanding their situations, finding solutions, and converting prospects

• Maintain a high level of activity in engaging with clients and achieve sales targets

Identifying opportunities:

• Stay on top of product and client trends and keep your ear close to the ground

• Support knowledge transfer of market intel to sales and product teams, drive bottom-up sales demand assessment for new ideas

• Work with product teams to agree competitive product positioning and develop creative sales angles

Internal Capital Group navigation and collaboration:

• Work collaboratively with colleagues to bring the scale of Capital Group to your clients, e.g. Sales teams in other markets, Investment Directors, Investment Products & Services, Investment Professionals, Marketing, Client Servicing, RFP, Business Data & Analytics, Client Analytics Group

• Mentor and direct client & internal work of BDA to support your client efforts

Sales collaboration:

• Work as part of a collegial team of sales associates that shares ideas and best practices; alignment with HK sales team is particularly important

• Collaborate with key European/US sales teams and Enterprise Relationship Management team to ensure global distributor relationships are coordinated and seamless

Core competencies:

• Action oriented: Readily takes action on challenges, without unnecessary planning. Identifies and seizes new opportunities. Displays a can-do attitude in good and bad times. Steps up to handle tough issues

• Drives results: Has a strong bottom-line orientation. Persists in accomplishing objectives despite obstacles and setbacks. Has a track record of exceeding goals successfully. Pushes self and helps others achieve results

• Builds networks: Builds strong formal and informal networks internally and externally. Maintains relationships across a variety of functions and locations. Maturity in leading and deepening partnerships. High EQ.

• Client focus (consultative approach): Gains insight into customer needs. Identifies opportunities that benefit the customer. Builds and delivers solutions that meet customer expectations. Establishes and maintains effective customer relationships

• Communicates effectively: Is effective in a variety of communication settings: one-on-one, small and large groups, or among diverse styles and position levels. Attentively listens to others. Adjusts to fit the audience and the message. Provides timely and helpful information to others across the organization. Encourages the open expression of diverse ideas and opinions

• Resourcefulness: Marshals resources to get things done. Orchestrates multiple activities simultaneously to accomplish a goal. Gets the most out of limited resources. Applies knowledge of internal structures, processes, and culture to resourcing efforts.

• Collaborates: Works cooperatively with others across the organization to achieve shared objectives. Represents own interests while being fair to others and their areas. Partners with others to get work done. Credits others for their contributions and accomplishments. Gains trust and support of others

• Nimble learning: Learns quickly when facing new situations. Experiments to find new solutions. Takes on the challenge of unfamiliar tasks; intellectually curiosity. Extracts lessons learned from failures.

• Business insight: Demonstrates an in-depth knowledge of the investment and financial services industry in Singapore in terms of products, competitors, market practices, and trends

• Investment knowledge: Good level of investment knowledge of markets, macroeconomics and asset classes. Will be supported by a team of seven APAC Investment Specialists (many more global colleagues) and ten APAC investment products and services associates (many more European colleagues)

Requirements:

• Strong asset management sales experience with established relationships with financial intermediaries, and a track record of generating business

• Experience and comfort in doing stand-up presentations to large audiences

In addition to a highly competitive base salary, per plan guidelines, restrictions and vesting requirements, you also will be eligible for an individual annual performance bonus, plus Capital’s annual profitability bonus plus a retirement plan where Capital contributes 15% of your eligible earnings.

You can learn more about our compensation and benefits here.

* Temporary positions in Canada and the United States are excluded from the above mentioned compensation and benefit plans.

We are an equal opportunity employer, which means we comply with all federal, state and local laws that prohibit discrimination when making all decisions about employment. As equal opportunity employers, our policies prohibit unlawful discrimination on the basis of race, religion, color, national origin, ancestry, sex (including gender and gender identity), pregnancy, childbirth and related medical conditions, age, physical or mental disability, medical condition, genetic information, marital status, sexual orientation, citizenship status, AIDS/HIV status, political activities or affiliations, military or veteran status, status as a victim of domestic violence, assault or stalking or any other characteristic protected by federal, state or local law.