Client Director: Retail

Overview

A vacancy has arisen for a Client Director: Retail within the M&G Retail Distribution Team. As a Client Director: Retail at M&G, you will primarily focus on developing and managing existing strategic relationships and partnerships within the retail market, particularly category II independent financial advisors.

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

This pivotal role will support the business's strategic growth objective by credibly representing the business and our various local and global investment capabilities. The role requires a deep understanding of the South African retail market.

Key Responsibilities

Client Acquisition & Business Development:

• Build and maintain strategic relationships with a panel of key retail clients, ensuring a strong client-centric approach to service delivery, developing collaborative, value-adding partnerships with them.
• Build, develop, and maintain new relationships with potential clients to grow the retail business.
• Work and collaborate across the various internal business units to effectively deliver superior client solutions for a dedicated panel of clients and potential clients.
• Develop and maintain strategic account plans for a panel of clients, ensuring deep client, industry and regulatory knowledge. Leverage global resources where required.
• Deliver high quality investment presentations to existing and potential clients.
• Ensure efficient resolution of client queries through strong stakeholder relationships.
• Facilitate and oversee the completion and reviewing of due diligence questionnaires for existing and potential clients.
• Provide oversight and input into service-level agreements, mandates, policy documents and fee agreements.
• Co-ordinate client due-diligence visits and report-backs, including agenda development and securing appropriate presenters required.
• Take strategic ownership of driving fee negotiations with clients and internal stakeholders.
• Identify clients that are at risk and develop the appropriate strategy for engagement with those clients.
• Maintain accountability of client onboarding processes and collaborate on distribution projects.

Marketing & Investment Strategy Communication:

• Collaborate with portfolio managers and analysts to gain a deep understanding of M&G’s capabilities and strategies and communicate these insights effectively by delivering high-quality investment presentations and support to our Retail’s business development efforts.
• Represent M&G Investments at client and industry events – driving topic curation, messaging and delivery of presentation.
• Participate in public forums, webinars, fund conferences, and investor roadshows.
• Contribute towards the development of thought leadership and capability related articles to enhance team and business visibility.

Strategic Insights and Reporting:

• Be a positive contributor at various management forums, keeping senior management and Exco informed on key strategic and tactical issues, market intelligence and insights to inform business decisions.
• Analyse local and global retail industry trends and discuss them within the team and the broader distribution business.
• Contribute towards/and or drive strategic and innovative marketing initiatives to position thought leadership.
• Conduct market research, track industry trends, and monitor competitors to inform product strategy.
• Ensure compliance with distribution processes and practices and internal/external standards.

Retail Distribution Support:

• Fulfil a support role the Retail Distribution team in key client presentations and other strategic meetings and interactions.
• Support Retail Distribution team by fulfilling role of a “proxy fund manager” in doing presentations / report backs etc. where required.
• Assist Retail Distribution BDMs in developing new relationships with potential clients in support of overall business strategy.
• Bridge the gap between Retail and Wholesale teams to ensure consistent messaging and insights sharing.
• Assist Retail Distribution in creating and refining presentation material and reports.
• Mentor Retail Distribution team members and contribute to knowledge sharing within the team enhancing their ability to confidently represent our capabilities.
• Provide technical product support, investment insights and knowledge to Retail Distribution team members.

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 Retail

Competencies & Personal Attributes

• Strong Financial Acumen:
  • An understanding of financial markets, investment products, and strategies.
  • Ability to provide knowledgeable insights to clients and navigate complex financial discussions.
• Client-Centric Approach:
  • Ability to understand the client's goals, risk tolerance, and investment preferences and tailor investment solutions to meet each client's specific needs.
• Relationship Building:
  • Establishing trust, demonstrating credibility, and providing excellent customer service.
  • Skilled at cultivating long-term partnerships and maintaining regular client communication.
• Strong Communication and Presentation Skills:
  • The ability to explain complex investment concepts simply and understandably.
  • Strong presentation skills are crucial for client meetings and pitching investment strategies.
• Business Development:
  • Skilled in identifying and pursuing new business opportunities by being able to identify and generate leads and convert prospects into AUM.
  • An ability to leverage industry knowledge, maintain a solid professional network, and actively seek new business opportunities.
• Problem-Solving and Decision-Making:
  • Ability to anticipate and address challenges proactively by making informed decisions.
• Integrity and Ethical Conduct:
  • Commitment to high ethical standards and confidentiality.
• Adaptability and Continuous Learning:
  • Ability to stay current with market developments.
• Teamwork and Collaboration:
  • Ability to collaborate effectively across internal teams, contributing to a cohesive and supportive working environment.
• Results-Driven Mindset:
  • Focussed on achieving business goals and exceeding client expectations.
• Willingness to travel extensively and function effectively when working remotely.

About us

M&G Investments is a global asset manager with operations in 28 countries, around 5.5 million retail clients and R8.0 trillion in assets under management and administration. We are also one of South Africa’s top 10 asset managers, with approximately R306 billion* in assets under management.

For 30 years we have built up an admirable local track record for delivering consistently strong performance over time. Our aim is to help our clients achieve their financial goals, whether investing towards their first house, their children’s education, or making sure that they have enough funds to retire comfortably.

We work closely with experts across M&G plc’s worldwide operations to bring clients access to the latest technology, investment ideas and research. We incorporate sustainable thinking in everything we do, from the way we run our business to the impact we have on the planet and our communities. To help us achieve our vision, we’re looking for exceptional people who live our values of care and integrity and who can inspire others, embrace change, deliver results and keep it simple. We’re looking for people who will enjoy the challenge of working in an ambitious business that’s set on transforming the industry.

We are building a diverse and inclusive environment where everyone can thrive. In order to meet the objectives set in our Employment Equity plan, preference may be given to suitably qualified candidates from designated groups.

*As at 30 June 2024