Key Account Manager, Independent Licensees

Melbourne, Australia | Permanent, Full-Time

Pendal has three distinct sales channels within the Wholesale market: bank aligned, High Net Worth and independent licensees. This role is focussed on the Independent Licensee channel, and comprises of two key objectives:

  • Devising and executing the strategy to grow sales across the Pendal product range with Independent Licensees, independent dealer groups, and middle market asset consultants in Victoria.
  • Selling and servicing Independent Licencees, independent dealer groups and middle market asset consultants in South Australia and Western Australia. These states have high quality businesses that are not owned by the six major wealth players (4 banks, AMP and IOOF). This involves supporting the national key account plans for the six major players by executing our strategic priorities within these states.

These objectives will be achieved through a professional and disciplined approach to selling, including the ability to develop strategic plans for your channel and key accounts that are focused on maximising sales return for your effort. It also requires maintaining an outstanding network in the Independent Licensee channel and across all advisers in the South Australian and Western Australian markets. Futher, you will also need to build relationships and drive business through second-tier asset consultants and key platforms used by middle market dealers such as Netwealth and Hub24.

Additionally, you will require deep knowledge of capital markets and the ability to sell Pendal products across all major asset classes at the dealer investment committee level, while also persuasively communicating to advisers with different levels of understanding of the investment process.

Finally, a singular focus on our clients and your ability to work in a fast-paced and collaborative manner will be critical to align to our team culture.

Key Responsibilities:

Sales Execution

  • Qualify and close new Sales opportunities across allocated advisers and middle market groups.
  • Work closely with Senior Managers to define and execute sales strategies.
  • Build sales pipelines and demonstrate you are actively moving sales to their conclusion from month to month.
  • Maximising profitability of client relationships for Pendal.
  • Negotiating commercial teams of transactions with clients and oversees progress of deal execution through to conclusion to ensure timely and efficient delivery of clients’ requirements.
  • Monitoring business progress against plan, forecasts and KPI’s and recommending actions to initiative improvements.

 

Relationship Management

  • Account and relationship management across all levels of business is Victoria and South Australia with particular emphasis on dealers in the middle market, second tier asset consultants, platforms and key advisers.
  • Develop, analyse and review national account activity and sales plans to identify opportunities to increase penetration across the client group.
  • Work with product specialists and relevant Pendal employees to achieve outcomes and convert business opportunities.
  • Provide technical product, sales and business solutions to the client group.
  • Prepare and delivering (with and/or without investment team involvement) sales pitches and client reviews.
  • Maximise Pendal product representation on client/adviser models and drive a greater share of flows.

 

Product Knowledge

  • Persuasively articulate our specific product value propositions against relevant competitor solutions in the market.
  • Work with the marketing team to produce relevant, targeted collateral, investment management support materials, competitive analysis, and sales intelligence.
  • Coordinate delivery of relevant product training/education to the client group.
  • Provide industry intelligence and market feedback in order to better focus sales efforts.

 

Qualifications, skills and attributes:

  • Undergraduate qualifications in Commerce, Economics or Finance
  • Minimum 5 years’ experience in sales.
  • Demonstrated background in Funds Management sales and achieving sales targets with dealer groups.
  • Solid track record in managing client relationships, sales and account management.
  • Strong decision-making skills.
  • Up-to-date and thorough working knowledge of financial markets.
  • Proven influencing and negotiation skills.
  • Exceptional interpersonal and communication skills.
  • Outstanding presentation skills.
  • Strong team player/focus.
  • Excellent interpersonal and communication skills.
  • Ability to think and act strategically and provide strong thought leadership in the Wholesale Sales team.
  • Strong business acumen.
  • Dedicated sales hungry business developer seeking to build strong relationships with key industry figures and decision makers.
  • Unwavering client focus.
  • Strong team player/focus.
  • High level of energy and drive.
  • Results/outcome oriented.

Residency Requirements:

Candidates must have full working rights to be considered for this role.

How to apply:

Please email your cover letter and CV to elizabeth.ahern@pendalgroup.com.

The successful candidate will be required to complete a psychometric assessment and a background check.

Posted 25 February 2021