Job Description:
Position Title: Business Development Manager - NZ
Business Unit: Investor Services
Reports to: Managing Director, New Zealand
Role Summary
Based in Auckland, the Business Development Manager (BDM) position is a key business development role with the purpose of growing the Russell Investments business in New Zealand
This will be achieved through a focus on positioning the suite of Russell Investments solutions with Advisor and Dealer groups as well as with other wholesale investors.
This position works within our NZ Investor Services team which spearheads the drive to develop new business, promotes our brand and increases the footprint of Russell Investments as a market leader in the Financial Services industry.
New Zealand wide travel will be required.
Key Responsibilities
The responsibilities for this position include:
- Driving Russell Investments sales activities within the Retail market for both growth of the client base and retention of existing clients in New Zealand
- Exploring the market for new business opportunities and building commercially viable relationships with them.
- Developing and implementing Business Development Plans to grow revenue from new and existing clients.
- Promotion of Russell Investments products and services to advisers and dealer groups in line with team and individual sales plan activities
- Contributing to sales to clients by identifying cross-selling and new selling opportunities and contributing to presentations.
- Participating in industry functions and activities to build profile with the target market and promote the Russell Investments brand.
- Gathering and maintaining prospect and competitor information and working in conjunction with other team members for identification and development of opportunities.
- Ensuring records are maintained to provide useful management information along with contributing to a broader understanding within Russell Investments of your market segment.
- Providing internal feedback on market issues involving prospects, industry bodies and other general industry issues.
- Building client loyalty by providing support in investment and product objectives and by identifying appropriate products to meet requirements.
- Maintain a comprehensive knowledge of any legal, regulatory or operational issues in relation to the Company’s service and activities and how any changes will affect our clients or delivery of services (trust deeds, service agreements, regulatory requirements, FMA, MBIE, etc.
- As this is a client facing sales role, our Compliance team will notify you of the relevant regulatory training requirements and minimum competency standards that apply to your role and allow you to conduct yourself as a representative of Russell Investments in the financial services industry. You are responsible to undertake ALL the necessary ongoing training to ensure you meet these regulatory requirements and minimum standards.
Responsibilities & Decision Making
- Autonomously deciding daily priorities in order to accommodate the needs of clients and prospects, with full consideration given to the overall performance of the department.
- Handling client requests and understanding which to refer to others through knowledge of the Russell organisation.
- Deciding how to present information to create the best impression.
Skills/Attributes Required
Knowledge and Experience
- Minimum 5 years prior experience in similar client facing business development, account management or technical roles within Fund/Asset Management industry.
- Ideally a successful track record of experience of developing business specifically within the Advice/Retail Fund/Asset Management industry in a business development role.
- Proven track record of achieving results through consultative business development techniques, with relevant exposure to cross-selling complex product offerings.
- Ability to develop pro-active sales activities with target clients, development of new ideas to stimulate new business, resulting in the generation of a strong stream of sales opportunities for Russell Investments broad product offering.
- Detailed understanding of the Advice and Retail Fund/Asset Management industry and the key competitors.
- Excellent knowledge of the New Zealand adviser industry and investment industry.
Skills
- Strong presentation and persuasion skills.
- Effective communication skills, both written and verbal
- Excellent stakeholder management skills, internally and externally
- High levels of commercial acumen
- Able to build and sustain client loyalty.
- Strong analytical skills to understand sales planning and enable effective decision making
- Strong product and financial planning skills/understanding of their application
- Consultative selling approach and capabilities
- Ability to exercise appropriate judgement and discretion in decision making
- Ability to lead by example and influence internal team members without direct reporting line accountability.
Personal Competencies
- Client focused and able to implement the desired Russell Investments client experience
- Strong relationship management skills with the ability to develop contacts at a personal and professional level within client organisations
- Drive and determination to succeed in a competitive market and a passion for financial markets
- Highly collaborative team player
- Focused on accountability and self-motivated
Education Requirements
- Tertiary Qualification in Commerce/Business or Advice preferred