Business Development Director – Investment Advisory Services recruitment
Under our two powerful brands, SP Capital IQ and SP Indices, we provide a broad suite of capabilities designed to help benchmark performance, generate alpha, identify new trading and investment ideas, and perform risk analysis and mitigation strategies. More than $1 trillion in assets around the world are directly tied to SP indices, and more than $3.5 trillion in assets are benchmarked to them. Through leading desktop solutions such as Capital IQ, Global Credit Portal and MarketScope Advisor desktops; enterprise solutions such as SP Securities Evaluations, Global Data Solutions, and Compustat; and research offerings, including Leveraged Commentary Data, Valuation Risk Strategies and SP Equity Research, SP Capital IQ sharpens financial intelligence into the wisdom our customers seek.
Role description
Ã? Assume responsibility for the IA sales and business development in the UK developing new sales both independently and in conjunction with those embedded sales individuals.
Ã? Represent all aspects of the IA business across the market and industry.
Ã? Build a consultative approach to sales targeting the current and evolving prospect base and will engage specialist IA investment professionals into the sales process. Principal measure will be the securing of high quality contracts with profitable AUM pricing.
Ã? Understand key internal stakeholders, product and service offerings in IA/sub advisory space:
Ã? develop pitch book, sales prospecting plans and client call schedule (end of Q1)
Ã? contribute to the marketing plan, and attend appropriate conference venues (client and other) to increase visibility of IA product offering
Ã? define sales tactics for major IA prospects and call on key decision makers in each (in conjunction with other IA specialists where appropriate) (end of Q1)
Ã? generate quality pipeline of qualified lead and input into Salesforce system
Ã? mentor and drive existing sales professionals to increase awareness of IA products and expand lead qualification
Ã? increase prospect list from individual and team activities to a target of 100 qualified prospects
Ã? act as the eyes and ears of the business with respect to new lead generation (internally and externally) and be aware of service and competitive issues and trends in the existing client base
Ã? work collaboratively with domain experts (internally) to ensure best presentation of IP to the industry
Ã? develop thought leadership ideas and initiatives
Ã? generate 8 new high quality AUM priced contracts in 2012
Ã? build towards and maintain a steady strong pipeline of qualified prospects with potential AUM opportunity of $10bn and revenue opportunity of at least $20m
Ã? provide timely and accurate feedback on all aspects of the IA business to management
Ã? act as a business spotter for other product lead opportunities for MHF
Ã? at all times plan and co-ordinate with other appropriate business teams so as to present a united front to clients
Ã? Be a distributor of market and competitive knowledge
Skills
Ã? Strong consultative selling track record
Ã? Wide range of asset manager/aggregator clients in traditional asset management/insurance/wealth management sub sectors
Ã? Excellent understanding of the operational procedures and working of asset managers
Ã? Understanding of structured financial products for portfolio construction/fund management (fund analysis, performance ratings)
o Strategic asset allocation - asset/liability analysis
o Risk budgeting - expected alpha, tracking error, return/risk customisation
o Portfolio structure analysis and design - investment styles, active/passive, capitalisation and duration decisions
o Investment policy development - responsibilities, goals, objectives, and guidelines