About the Role
We are looking for an accomplished investment management leader to join our dynamic, diverse Middle East & Africa (MEA) Client Coverage team. You will be a key member of the MEA team contributing to our client relationship management, sales, and business retention efforts.
You will lead an ambitious and entrepreneurial team of client relationship managers covering our institutional and intermediary clients across the Middle East & Africa region and also lead our business development team and efforts in Sub-Saharan Africa. Your product focus will span the full range of existing capabilities, and you will lead strategic projects and initiatives supporting our business growth and risk excellence efforts in the region.
Collaboration is essential in this role, as you will work closely with colleagues in investments, product, research, sales, and marketing. The role requires energy, flexibility, curiosity, and excellent interpersonal and communication skills. You will need to develop a deep understanding of the franchise in the region to anticipate the needs of our clients, manage business at risk, and actively contribute to the region’s annual net new revenue targets. This role reports to the Head of Middle East and Africa and is part of the MEA regional leadership team and the Senior Leadership Team.
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What We Will Ask You to Do
- Assume ownership and accountability for our business growth targets in Sub-Saharan Africa and oversee our business development team covering that market.
- Lead our Middle East & Africa Client Relationship Management team and our client management and business retention efforts across the whole region.
- Work with regional management on annual business strategy and commit to its successful execution.
- Ensure successful onboarding of new clients/new mandates in partnership with the EMEA Onboarding team.
- Take a leading role in retaining existing business by delivering high-quality relationship management and anticipating our clients’ evolving needs.
- Focus your efforts on value-added products including quant and fundamental equities, EM debt, fixed income, cash, and alternatives whilst defending our core indexing business.
- Lead a growing business development team and ensure they deliver on their individual KPI’s (in addition to yours) and contribute to the region’s Annualized Net New Revenue targets.
- Oversee RFP's, product information gathering, and client-centric research origination/dissemination.
- Work on strategic initiatives supporting our regional growth efforts as directed by senior management.
- Harness the expertise of our internal specialists (e.g., portfolio management, portfolio strategy, research, Cash, ETFs, etc.) in order to deliver a consultative sale to clients.
- Build strong, positive relationships with key internal stakeholders.
- Maintain the highest possible fiduciary standards and ensure compliance with all internal and external requirements.
Qualifications
What We Would Love You to Be
- Academic background in finance, economics, business, or a related field.
- Licensed as Key Individual (KI) with South African regulatory (FSP).
- Minimum 10 years experience dealing with EMEA clients.
- Minimum 10 years experience dealing with Official Institutions clients.
- Minimum 10 years experience in sales and relationship management with top tier international firms.
- People management experience.
- Willing to travel across the region and internationally when required.
- Excellent communication and interpersonal skills.
- Good understanding of regional regulatory frameworks.
- A good problem solver and trouble-shooter, with the ability to identify and analyze issues with the creativity and energy to solve them.
Who You Are
- You are articulate, curious, and entrepreneurial.
- You want to work in a diverse, multi-cultural environment.
- You are motivated and keen to deliver the best possible result to clients.
- You have the patience and resilience to work through lengthy sales conversion cycles.
- You are passionate about long-term relationship building and are focused on delivering solutions rather than products.
- You understand the importance of risk excellence when representing a global financial services firm in emerging markets.
Benefits
As a valued member of our team, you’ll benefit from:
- Inclusive development opportunities.
- Flexible work-life support.
- Paid volunteer days.
- Vibrant employee networks that keep you connected to what matters most.
