Sales Rep, Institutional Trust recruitment
Responsible for selling institutional master custody and fund administration products and services to prospective clients in our target sectors, generating revenue for the bank. Coordinates the responses to requests for proposals and makes sales presentations to potential clients. Works as a team member and brand carrier and cross sells the bank's products and services to new prospects.
Major Duties
- Sells institutional master custody and fund administration products and services to prospective clients including corporations,superannuation funds, investment managers, institutions and consultants, generating fee revenue for the bank.
- Understands the institutional market and asset servicing needs of investors and identifies new prospects by targeted research. Using an agreed sales plan effectively prioritises opportunities.
- Responds in a timely manner, through letters or telephone, to prospective clients and presents or recommends the bank's products or service solutions.
- Makes sales presentations to clients utilising knowledge of institutional master custody products and services.
- Coordinates and produces the requests for proposals responses and fee proposals for prospective clients.
- Utilises knowledge of bank's products and services to review client needs and recommend new services or products that would enhance the client's productivity or profitability.
- Uses knowledge to consider client solutions and enhance service delivery in areas such as data and processing, monitoring and reporting the value of investments and risk and performance.
- Cross sells other bank products and services to clients, involving other partners as appropriate by understanding all aspects of a client's relationship with the bank.
- Maintains on-going contact with consultants, making them aware of the bank's services and products.
- Maintains thorough knowledge of master custody market, and products and services, by initiating frequent contact with other financial or competitor institutions, partners, consultants, industry bodies and keeping abreast of laws and regulations affecting products and services.
- Maintains active involvement in industry through accredited industry groups and organisations.
Knowledge/Skills
Knowledge of institutional master custody and fund administration products and services, usually acquired through related work experience, is required to consider client needs and make recommendations. Proven presentation skills and the ability to communicate and sell bank products and services are required to generate client sales and respond to fee proposals. Knowledge of accounting and investments required to analyse client needs and recommend products and services. Is an effective communicator internally and externally and has proven team based sales experience.
Experience
Minimum of 5 years of financial sales or customer servicing experience with a preference for knowledge of the Australian and New Zealand asset servicing markets.