Head of Intermediary Client Coverage MEA - MD, Investment Management

Overview

We are looking for an accomplished investment management professional to join our dynamic, diverse SSIM 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-facing professionals covering Intermediary and Wealth clients across the Gulf region and Africa, with a primary focus on International and Local Financial Institutions, Wealth Management / Digital Wealth / Brokerage platforms, Family Offices and External Asset Managers (EAMs).

Your personal focus will be on Tier 1 clients. Your product focus will span the full range of existing SSIM capabilities and you will also lead strategic projects and initiatives supporting our business growth and risk excellence efforts in the region.

You will need to collaborate with colleagues in investments, product, research, sales and marketing. The role requires energy, flexibility, curiosity and excellent interpersonal and communication skills.

We want you to develop a deep understanding of the SSIM 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 SSIM Senior Leadership Team (SLT).

• Assume ownership and accountability for managing, growing and retaining an existing list of Intermediary/Wealth clients and prospects across the Middle East and Africa
• Contribute to the development of our Third-Party partnerships with Financial Institutions, primarily focused on Sub-advisory mandates, ETF Model Portfolios and Shariah-Compliant initiatives
• Contribute to enhancing distribution/range management initiatives to further democratize access to our international fund ranges
• Work with regional management on annual business strategy and commit to its successful execution
• Work in partnership with the Head of our Saudi Arabia business on regional initiatives
• Work in partnership with our Relationship Management team to ensure successful onboarding of new clients / new mandates
• Take a leading role in retaining existing business by delivering high quality relationship management and anticipating our clients’ evolving needs
• Focus your efforts on ETFs, 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
• Monitor key product performance and liaise with portfolio strategists to ensure proactive engagement with our client base
• Build strong, positive relationships with key internal stakeholders
• Maintain the highest possible fiduciary standards and ensure compliance with all internal and external requirements

• Academic background in finance, economics, business or a related field
• CFA/CAIA charter holder or candidate
• Minimum 5 years experience dealing with EMEA clients
• Minimum 5 years experience dealing with Intermediary/Wealth clients
• Minimum 5 years experience in sales and relationship management with top tier international firms
• People management experience
• Willing to travel extensively 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

• You are articulate, curious and entrepreneurial
• You want to work…