IM EMEA - Sales Manager IM EMEA - Sales Manager …

BNY Mellon Investment Management
in London, England, United Kingdom
Permanent, Full time
Last application, 31 Mar 20
Competitive
BNY Mellon Investment Management
in London, England, United Kingdom
Permanent, Full time
Last application, 31 Mar 20
Competitive
IM EMEA - Sales Manager
Overview
BNY Mellon Investment Management is one of the world's largest investment managers. We believe that the right results begin by being relevant to every client whether that's; access the way they want it, diversifying strategies, reassurance, or quality insights for better informed decisions.

That's why we have designed a model that is truly built around investor's needs - bringing together world-class investment managers with best of breed talent and unique cultures to deliver investment outcomes. This is combined with the global scale and strength of BNY Mellon Investment Management - connecting investors with opportunities across every major asset class in more than 100 markets and 35 countries.

Today, we have eight investment management firms in our stable: Alcentra, ARX, Dreyfus Cash Investment Strategies, Insight, Mellon, Newton Investment Management, Siguler Guff and Walter Scott.

We believe this is how investing should be and we are looking for talent to help us deliver on our promise.

BNY Mellon Investment Management is part of the BNY Mellon group (the corporate brand of The Bank Of New York Mellon).

Job Purpose
The role holder will be responsible for a number of discretionary accounts where they will be responsible for delivering sales from their panel and maximising panel positions with researchers by developing relationships in sector. They will be challenged to increase coverage and in conjunction with regional sales teams, market share from accounts and to maximise new business opportunities. The appointed accounts can be changed as the business requires.

The role holder will work closely with the UK Intermediary Sales Team to ensure consistency in process and procedures, and to share investment knowledge, expertise and experience. The Sales Investment Manager must establish credibility and trust with accounts by building and maintaining positive working relationships, maintaining the integrity of the BNY Mellon IM reputation throughout the sales process.

They must have a proven track record in client relationship management, in particular distributing investment products, and ideally should have strong knowledge and understanding of the UK market, including regulatory changes, discretionary market and other product providers. They should be able to clearly and effectively present BNMY Mellon IM products and solutions to a variety of audiences, in addition to hosting meetings and facilitating events.

The role holder will work in partnership with a number of internal stakeholders. In addition to this, building rapport and utilising the experience of other colleagues, investment specialists, fund managers and marketing will be essential to achieving our mutual goals.

The role holder should be an enthusiastic and reliable team player, actively contributing to the wider team effort, sharing responsibility for results but equally a self-starter who is motivated to carry out a sales strategy and plan once agreed. They should be able to prioritise and multi-task, yet complete work comprehensively and thoroughly without loss of detail or quality. The role holder will also be expected to work closely with the other key channels in UK Wholesale in order to implement key campaigns and maximise business from discretionary clients in the UK.

They will be expected to work to a very high professional standards of best practice, achieve at least minimum activity levels, utilise the Global BNY Mellon IM sales process and engender a culture of high performance and act in the best interest of clients at all times.

Responsibilities
•Sales targets achieved - new business (Gross), retention (Net) and market share
•Achieve a broad spread of asset class support, cross selling to existing supporters
•Key accounts identified and targeted
•Accounts educated on Investment products, processes and product development
•Increase penetration in the NDFM Channel to achieve new business targets
•Market share increases achieved in channels
•Activity accurately reported in a timely manner on to Salesforce CRM system
•Maintain high levels of industry, market and product knowledge
•TCF - the role holder will also be assessed on the fulfilment of customer needs and expectations in line with our Treating Customers Fairly philosophy
•Notable success achieved in campaigns

Qualifications

Role Specific Skills and Knowledge
•Industry - Products, platforms and regulations
•Banking/Stockbroker and discretionary industry
•First class knowledge of investment products, market and economic drivers
•Sales tools and techniques
•Previous use of Salesforce or equivalent CRM essential

Core Skills
•Listening
•Questioning
•Information gathering
•Leading discussions
•Influencing others
•Presentation skills, this could involve presenting to groups numbered 100 plus
•Giving/receiving feedback
•Shares learning & specialist investment knowledge with IFA consultants and clients

Relationship Management
•Building rapport
•Keep clients informed

BNY Mellon is an Equal Employment Opportunity Employer.
Our ambition is to build the best global team - one that is representative and inclusive of the diverse talent, clients and communities we work with and serve - and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.

Primary Location: United Kingdom-Greater London-London
Job: Asset Management
Internal Jobcode: 70023
Organization: BNYM IM EMEA Ltd-HR14104
Requisition Number: 2002146
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