Associate Director, Financial Intermediaries (Retail focus)

Date: Aug 5, 2022

Location: Singapore, SG

Company: Capital Group

Role summary:

Capital Group is a privately owned, independent investment manager that is one of the world’s largest active managers with $2.7tn in AUM (at end Dec 2021). Our company’s mission is to improve people’s lives through successful investing and our business is set up to deliver on this consistently and over the long-term. The four core beliefs that are central to our investing success are our distinctive way of managing money, deep fundamental research, taking a true long-term view, and the power of partnerships.

 

We are looking a highly motivated and dynamic salesperson to join our Singapore-based financial intermediaries (FIT) sales team. The FIT client segment and the Singapore & Southeast Asia region both play a significant role in Capital Group’s plan to grow our business. This role will report into the FIT team head responsible for leading and developing Capital’s intermediary business in the region. The head of the Singapore & Southeast Asia Client Group will also play an important role in ensuring that the organization provides what you need to be successful at Capital Group and have a fulfilling, rewarding career over the long-term.

 

This role will support the FIT business with a focus on building client relationships with investment consultants and relationship managers particularly in the retail segment (eg banks, insurers, platforms). We will work with you to set your dedicated coverage across retail and private banks. This role provides the opportunity to engage clients at different stages of their client journey, from prospecting to raising and retaining assets. Activities include branch visits, client trainings, engaging clients in positioning products, networking and building contacts and support the ABDM in managing accounts over time. 

 

Collaboration is a key part of Capital Group’s success and its culture. There will be close working relationships with the HK-based and key European FIT sales teams; highly collaborative and non-territorial sales teams across the US, Europe, and Asia work together to support global FIT clients.

 

The role is based in our Singapore office, which was established in 1989, and includes many supporting functions, including Marketing, Investment Directors, Investment Products & Services, Investment Professionals, etc).

 

Primary responsibilities:

 

Client-centric and consultative sales skills

  • Build and maintain high quality business relationships with investment consultants and relationship managers, take an interest in your clients
  • Support the ABDM in managing accounts with direction and support by the FIT team head to achieve business growth and brand awareness
  • Drive sales by planning and conducting branch visits, trainings, keeping RMs/ICs updated as markets evolve and differentiating against competing funds
  • Be creative in engaging distributors via a series of events/webinars, client education and interactions.
  • Maintain a high level of activity in engaging with clients to potentially drive bottom-up demand and through the network, keep abreast to industry and organisation news.

 

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

 

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; to support your client efforts, share ideas and best practices.

 

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:

  • 5-8 years of sales/sales support experience with established relationships with financial intermediaries
  • Strong interpersonal and presentation skills, client facing experience preferred


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