Widows looks for new breed of specialist

SWIP is taking a swipe at a new approach to selling. Scottish Widows Investment Partnership is recruiting five product specialists to be based in Edinburgh.

"We are looking to expand internationally," SWIP's Director of Human Resources Lynne Dalgarno says. "We are also hiring people in the US." SWIP has recently taken on a product specialist in Arizona and one is about to be hired in New York.

Product specialists, originally introduced by American companies, are fairly new in the UK and certainly in Scotland. They are intended to be half-way between salesmen and fund managers.

"They are a link between sales people and fund managers; product specialists are genuinely a mix of both," says Dalgarno. "They look like a fund manager but they go out and sell. They will travel round the world doing presentations."

SWIP is looking for expertise in building international client relationships developing new business and marketing. The product specialists will be the main contact for prospective and existing investment clients, keep them up-to-date with the funds' investment philosophy and performance.

As part of the link between sales and fund management, they will also play a part in developing new products. They will need at least 10 years' experience in the investment industry, probably as a portfolio manager or in investment consultancy.

All that travelling will make a second language a distinct advantage. Dalgarno, who is looking for highly motivated, potential big hitters, will base pay on experience and performance.

She believes it is possible to attract people to Edinburgh with the right package, and that includes the city's quality of life. "We have been successful in bringing people form Dublin, London and further afield," she says.