Client Director

Overview

A vacancy has arisen for a Client Director within the M&G Institutional Business Team. As a Client Director at M&G, you will primarily focus on developing and managing existing strategic relationships and partnerships with the institutional market, particularly but not limited to investment consultants, multi-mangers, medical aids, corporates, umbrella funds as well as insurers.

It encompasses a broad range of functions, including developing existing business relationships, exploring new business opportunities and initiatives for potential clients. This also includes managing client visits, monthly and quarterly client reporting, undertaking client presentations, participating in industry events, responding to ad hoc client queries and working closely with the Institutional Team to execute the business strategy.

This pivotal role will support the businesses strategic growth objective by credibly representing the business and our various investment capabilities both locally and globally. The ideal candidate will need to demonstrate a deep understanding of the South African institutional market.

Reporting directly to the Head of Institutional, the ideal candidate will be a proactive self-starter with a client-centric approach, and foster collaboration across distribution segments both within South Africa and globally.

Key Responsibilities

• Build and maintain strategic relationships with existing institutional clients by having a strong client centric approach to service delivery and developing collaborative value adding partnerships with clients.
• Work and collaborate across the various internal business units to effectively deliver superior client solutions for a dedicated panel of clients as well as potential clients.
• Develop and maintain on an on-going basis a client specific strategic account plan for each client, thereby maintaining excellence in understanding client portfolios, industry segments, and supporting regulations.
• Deliver high quality investment presentations to existing and potential clients.
• Participate in public forums, host/present webinars, fund conferences and investor road shows to support investment and distribution teams.
• Ensure that all client queries are efficiently and timeously resolved because of having built good internal stakeholder relationships.
• Provide oversight and input into service level agreements, mandates, policy documents and fee agreements.
• Coordinate client due-diligence visits and report-backs, including agenda development and appropriate presenters required.
• Take strategic ownership with respect to driving fee negotiations with clients and internal stakeholders.
• Identify clients that are at risk and develop the appropriate strategy for engagement with those clients.
• Build, develop and maintain new relationships across the different market segments with respect to potential clients and consultants to grow the institutional business. Develop a strategy that is aligned with M&G Investments' business objectives and leverage global resources where required appropriately.
• Provide regular market intelligence internally that contributes to thought leadership.
• Analyse competitor products with respect to flows, performance, fees etc. in order to strategically retain and grow assets under management.
• Analyse global institutional industry specific trends and discuss within the team and wider distribution business.
• Contribute towards/and or drive strategic and innovative marketing initiatives to position institutional thought leadership.
• Maintain accountability of client onboarding processes and collaborate on institutional projects.
• Manage the client relationship system with high data integrity.
• Mentor staff and foster a high-quality learning environment by demonstrating thought leadership within the team to ensure knowledge sharing and development.
• Facilitate and provide oversight on the completion and review of due diligence questionnaires for existing and potential clients.
• Ensure compliance with distribution processes and practices and internal/external standards.

Attributes, Qualifications, Skills & Experience

• Post graduate degree in finance or related field (CFA, MBA, or Master's (finance related) preferred) with a solid understanding of investment markets.
• Minimum 7-10 years of relevant senior client-facing experience in asset management or investment consulting, with a proven track record in client-facing wholesale/institutional distribution (discretionary fund managers, multi-mangers, investment consultants, umbrella funds, insurers, etc.).
• Strong commercial acumen and business insight, solid understanding of investment products and the Institutional landscape.

Competencies & Personal Attributes

• Strong Financial Acumen:
  • You should understand financial markets, investment products, and strategies.
  • You should be able to provide knowledgeable insights to clients and navigate complex financial discussions.
• Client-Centric Approach:
  • You should have exceptional listening skills to understand the client's goals, risk tolerance, and investment preferences.
  • You should also be able to tailor investment solutions to meet each client's specific needs.
• Relationship Building:
  • This involves establishing trust, demonstrating credibility, and providing excellent customer service.
  • You should be skilled at cultivating long-term partnerships and maintaining regular client communication.
• Communication and Presentation Skills:
  • Clear and effective communication is critical for a client
  • You should be able to explain complex investment concepts simply and understandably.
  • Strong presentation skills are also crucial for client meetings and pitching investment strategies.
• Business Development:
  • You should be skilled in identifying and pursuing new business opportunities.
  • You should be able to network, generate leads, and convert prospects into AUM.
  • This involves leveraging your industry knowledge, maintaining a solid professional network, and actively seeking new business opportunities.
• Problem-Solving and Decision-Making:
  • The investment management industry can present various challenges and uncertainties.
  • You should be adept at analysing situations, identifying solutions, and making informed decisions.
  • You should be able to anticipate potential issues and proactively address them.
• Integrity and Ethical Conduct:
  • Trust is fundamental in the investment management industry.
  • Integrity and ethical conduct are crucial for building long-term relationships and maintaining a reputable professional image.
  • You should adhere to high ethical standards, act in clients' best interests, and maintain confidentiality.
• Adaptability and Continuous Learning:
  • The investment management industry is dynamic and constantly evolving.
  • You should be adaptable to changing market conditions, new regulations, and emerging investment trends.
  • You should thirst for knowledge, stay updated on industry developments, and continuously enhance your skills.
• Teamwork and Collaboration:
  • Collaboration is critical in investment management, especially with portfolio managers, research analysts, and other professionals.
  • You should be able to collaborate effectively with internal teams, fostering a cohesive and supportive working environments.
• Results-Driven Mindset:
  • You should focus on achieving results.
  • You should be driven to meet and exceed client expectations, achieve sales targets, and contribute to the firm's overall success.
  • Being goal-oriented and having a performance-driven mindset are crucial attributes
• You should be willing to travel extensively and function effectively when working remotely.