SPDR ETF Sales & Relationship Manager, Hong Kong

  • Competitive
  • Hong Kong
  • Permanent, Full time
  • State Street
  • 20 Jan 18 2018-01-20

State Street Summary: State Street Global Advisors is hiring a SPDR ETF Sales & Relationship Manager based in Hong Kong. This is a key member of the APAC SPDR ETF team working closely with the Head of SPDR ETF Hong Kong to develop the SPDR

State Street

Summary:

State Street Global Advisors is hiring a SPDR ETF Sales & Relationship Manager based in Hong Kong. This is a key member of the APAC SPDR ETF team working closely with the Head of SPDR ETF Hong Kong to develop the SPDR ETF business.

Scope of Role:

The SPDR ETF Sales & Relationship Manager Hong Kong is a key member of the APAC SPDR ETF team working closely with the Head of SPDR ETF Hong Kong to develop the SPDR ETF business. This role is mandated as a sales and client relationship leader for initiating sales activity plan; and implementing sales activities as specialist sales across all channels in Hong Kong:

Institutional Asset Owners:segment includes Pension Funds (DC DC Platforms and DB) Endowments Charities Colleges Not-for-profit OIG Clients (Sovereign Wealth Funds Central Banks Supranational entities) Fiduciary Management (aka. OCIO for AO clients typically through Consultant) Consultants Insurance Companies (General Account).

Institutional Asset Managers:segment includes Fund Managers (Single and Multi-Asset Class) Buy-side and Sell-side Trading Desks Hedge Funds Insurance Companies (Asset Management) and Family Offices

Financial Intermediaries:segment includes Wealth Managers and Private Banks Retail / Retail Platform / Independent Financial Advisors (IFA) Robo Advisors Other Retail Aggregators.

Major Responsibilities:

Sales Planning:

  • Establish and initiate focused sales activity plans to drive sustainable growth for both global range and local range of SPDR ETFs
  • Identify and on-going review of priority client list from target segments
  • Establish on-going engagement programs covering priority clients client segments with well thoughout coverage models
  • Constantly track sales progress against strategic focuses in order to achieve activity and financial targets
  • Proactively monitor and adjust sales plans based on learnings and market developments

Sales Plan Implementation:

  • Drive and execute the ETF selling process via client interface and on-going engagements
  • Partner with SPDR expertise functions including Capital Markets ETF Strategy & Research Product and Marketing to implement sales activities
  • Establish a clear sales pipeline to deliver against the plan
  • Operate in highly focused and discipline approach according to sales activity plan
  • Record all sales activities in CRM system promptly for on-going implementation effectiveness and efficiency management
  • Ensure 100% compliance environment while conducting sales implementation; and proactively identify esculate and address potential areas of risk

Client Coverage:

  • Assume full accountability for priority ETF client relationships as the senior sales leader
  • Take ownership of strategic client relationships as the senior SPDR point person for clients
  • Establish and develop close working relationships with priority clients through on-going client engagement programs
  • Develop deep understanding of priority clients’ overall positions and needs; and map out future opportunities for placing SPDR ETFs
  • Leverage SSGA and SPDR resources globally to address client needs with an aim to grow SPDR assets for priority clients
  • Represent SPDR in client meetings events and presentations

Team Collaboration:

  • Collaborate with SSGA Institutional Client Facing team to support and to drive ETF sales among target client segments.
  • Work closely with SSGA client facing team to identify and to understand the ETF potentials from key strategic clients
  • Joint efforts in sales activity planning and execution to provide ETF specialist insights and client supports

Key Qualifications:

To be successful the SPDR ETF Sales & Relationship Manager Hong Kong must be a self-starter who possesses a strong sales and client oriented mindset. The candidate would be able to prioritize responsibilities; and to operate within a team based environment and collaborate in a productive manner seek to ensure rigorous compliance and control and appropriately leverage resources across the firm. The ideal candidate will have relevant experience and track record of success:

  • 8 years of relevant experience covering institutional and intermediary clients in an asset management or a sell-side sales environment. Of which at least 4 years in ETF sales with a deep book of relevant client relationships
  • Proven ability to deliver sales growth
  • Strong knowledge of the ETF market landscape key competitors and market trends
  • Strong team player in a multi stakeholder environment
  • Proven experience as a leader in managing clients and developing relationships across multiple products and asset classes
  • Solid investment foundation and excellent analytical skills
  • University degree qualified or above with a financial or analytical discipline preferred
  • Strong investment product knowledge and presentation skills
  • Strong verbal and written communication skills
  • High energy motivated individual with a commitment to excellence
  • Strong leadership and motivational skills
  • Strong influencing and partnership skills – with clients and stakeholders
  • Executive presence/gravitas/maturity
  • Solution oriented mindset and a change agent
  • Enthusiastic motivated and open
  • Positive entrepreneurial and 'can do' attitude.
  • Willingness to roll up sleeves and navigate complexity