Job Specification
The Associate Director, Client Relationship Management, Asia (CRM) will be a key member of the Asian team within Calastone as we continue to expand and build our presence in Asia, grow our client base and add to our product capabilities and services. This role will have specific accountability for the daily management of our Asia based clients and active contribution into the products we build and support, and the services we develop.
To this end, the CRM will focus on the day-to-day management and expansion of our customer base (Fund providers, fund distributors and transfer agents) with the prime responsibility of increasing message volumes, identifying new business opportunities, assisting with scoping of market specific development of services and cross-selling new services and digital assets.
Knowledge & Key Skills
- Understanding of the actors and the interaction within the funds market.
- Good knowledge of investment funds and post trade processing.
- Understanding of digital assets and relevance to the mutual funds industry.
- Ability to interact at all levels within client organisations, and to proactively build senior client relationships.
- Ability to identify key decision makers, preparing and delivering presentations, and being able to positively impact outcomes; and deal with adversity and issues with professionalism.
- Strong organizational and analytical skills are essential.
Key Responsibilities
Client Acquisition:
- Identify, target, and secure new business opportunities with top financial institutions in the region.
- Ability to work with new clients on both existing services and new products and service that relate to the funds business.
- Ability to have relatively detailed conversations on product features and capabilities with clients and workshop solutions (partnering with Calastone colleagues where appropriate).
Relationship Management:
- Develop and maintain strong relationships with existing clients, ensuring high levels of satisfaction and loyalty.
- Articulate clearly on clients’ requirements and propose solutions that meet the clients’ needs and leveraging the existing product capabilities where possible.
- Providing daily business support to our Asia client base.
- Organise regular business review meetings with key customers, ensuring they are well prepared for, and reflect, an understanding of the clients BAU activities and aspirations.
Sales Strategy:
- Develop and execute effective sales strategies to achieve and exceed revenue targets, being creative, whilst looking at cross-product selling opportunities
- Work closely with Operations and Client services to assist clients in their onboarding process (from project to go-live)
- Accurate recording and reporting on client activity and progress via Salesforce.
Market Insights:
- Stay informed about industry trends, market conditions, and competitive landscape to identify new opportunities and challenges.
- Work with Operations, Sales and Finance Departments to communicate clients’ needs and report company activity back to clients.
- Engage in marketing and public relations activity.
- Assist Managing Director in new sales process.
Presentations and Proposals:
- Prepare and deliver compelling presentations and proposals to prospective clients, showcasing our custodial solutions and value proposition.
- Work closely with Product and Marketing managers to define products, services and marketing plans
Collaboration:
- Work closely with internal teams, including product development and customer support, to ensure client needs are met and solutions are tailored.
- Develop strong working relationships with all internal and external stakeholders;
- Coordination and attendance at regular networking functions and workshops, ensuring events are in line with company standards.
- Share relevant industry and opportunity information across the sales group and with other departments
Targets
Be able to work towards revenue-based targets and soft (meeting-based) targets. The account manager will be expected to arrange and attend a minimum of 6 client meetings per week.
Requirements
- Experience: Minimum of 8 years funds industry experience and 3 years of sales experience, preferably within the financial services or custodial solutions sector.
- Industry Knowledge: Strong understanding of funds services and the specific needs of financial institutions.
- Client Relationships: Proven ability to build and maintain relationships with top-tier financial institutions.
- Sales Skills: Demonstrated success in meeting and exceeding sales targets.
- Communication Skills: Excellent communication, negotiation, and presentation skills.
- Strategic Thinking: Ability to develop and implement effective sales strategies.
- Location: Based in Singapore, with the ability to travel as required.
Our commitment to Diversity and Inclusion
The company is committed to building a diverse, equitable, and inclusive workplace where all employees can thrive, contribute their best and achieve their full potential. We ensure that all recruitment, promotion, and reward decisions are capability-based without regard to protected characteristics. We want you to perform at your best in the recruitment process; if you require any reasonable adjustments for any part of the recruitment process, please let us know.
Please submit your application here.
