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Product Sales Specialist

Information About This Job

Job Title: Product Sales Specialist
Contract Type: Permanent
Location: London
Industry:
Contact Name: Ben Kinley
Contact Email: Ben Kinley
Job Published: 2 months ago

Job Description

We are seeking a Product Sales Specialist to join an international banking and financial services firm. This role is based in London.

 

About The Department

The Investment Reporting & Performance Department exists to provide Performance, Risk, Attribution and Client Reporting services to clients and provides essential analytical support to other divisions.

The department consists of: - 

  • Performance Analysts with Client Services team structure

  • Business Analysts with Client Projects & Integration team

  • Product Sales Specialists

  • Business Management, including global and local financial control

The department is heavily client focused, interacting with end clients on a daily basis in service delivery, as well as a series of regular interactions on client funded project work.

 

About The Role

The purpose of the role is to work at a strategic management level a Product Sales Specialist within the Investment Reporting and Performance function. There are three core aspects to the role:

Sales: Act as an IRP UK lead sales representative, linking IRP UK with Product, Client Development, Marketing and IRP Paris. You will lead the completion of the department’s RFP responses, leveraging the global IRP Product Sales Specialist community as required. You will participate in sales pitches and the preparation of presentation materials, including providing system demonstrations. You will contribute to the creation of commercial proposals considering both the revenue potential and cost implications, using your judgement to make risk aware based assessment of each opportunity and make business case recommendations accordingly to senior management

Product development: Undertake analysis of IRP’s product mix, comparing to market demands and competitor products. Identify areas of investment where new product should be developed or existing product strengthen, and communicate proposals to the Head of IRP UK and the global IRP Product team for review. Prepare business case documentation as requested.

Continuous product learning and communication (knowledge transfer): the role requires in depth knowledge of the department systems, IT tools, and products, as well as a comprehensive awareness of market trends and demands. As such undertake regular training on new IRP products and share knowledge within IRP UK and the Product and Client Development teams. Attend industry forums and seminar to keep up to date.

Whilst the role is focused on developing IRP revenue streams for the benefit of the UK office, you will work within a global product sales specialist community, where your day to day workload and priorities will be set and agreed jointly between the Head of IRP UK and the Global Head of IRP Product. 

In addition, the role will require you to interact with the IRP Client Solutions & Integration team to help inform and schedule new business implementation tasks. You will also act in an oversight role on proof of concept (POC) activities in support of the sales process. POCs will be resourced primarily through the Client Solutions & Integration team and the Global Product Sales network, but under your supervision and guidance as the client facing contact point.

 

Key Responsibilities

Sales

  • Coordinate the department’s RFP response, leveraging the global IRP Product Sales Specialist community as required. 

  • Participate in sales pitches and the preparation of presentation materials. 

  • Contribute to the creation of commercial proposals considering both the revenue potential and cost implications

  • Utilise global IRP sales pitch books and materials to create local centric versions for use across segment types: Asset Manager, Asset Owner, Insurers, Investment Trusts, Alternatives

  • Undertake activities to increase the profile of the IRP product in the local country or region

  • Participate in or attend industry conferences/forums e.g. TSAM, SUPRA, Spaulding Forum

  • Help develop proof of concepts in order to contribute to the new business sales process

  • Ensure Head of the local IRP department and the global IRP Product team are fully up to date on all sales activities

  • Ensure senior management sign off is secured for all commercial proposals and RFP responses

  • • Exercise risk aware entrepreneurship in assessing new business potential. Prioritise top new business opportunities and manage your overall workload. Ensure that all new business is consistent with existing operating models and the strategic goals of IRP globally

  • Guarantee the consistency of IRP sales deliverables: RFP answers, proposals, pricings, presentations support

  • Work towards sales growth in prospects but also existing IRP clients

 

Product Development

  • Monitor the market place and existing clients, identifying trends and potential opportunities for new product development/investment especially on ESG product.

  • Produce the revenues part of business cases for new development proposals

  • Work to develop market leading services and products aligned to the strategic objectives of IRP and BPSS (specifics to be agreed via objective setting process)

  • Co-Design and oversee the implementation of innovative solutions that meet the requirements of clients and the market, either leading or being supervised by the Product Research and development team

  • Undertake competitor analysis

  • Understand implementation and ongoing costs of a new product 

  • Propose tariff card for new products/clients and obtain sign off from senior management

 

Continuous product learning and communication

  • Maintain and develop your awareness and knowledge of competitors’ offering and market/regulatory changes

  • Ensure you maintain IRP product knowledge to a level where you can provide first line sales presentation support on all subjects

  • Work closely with the global IRP Product Sales Specialists and Product Research and Development team to understand and develop the scope of IRP’s offer 

  • Understand all products of IRP, and where appropriate develop specialist expertise

  • Work closely with Marketing teams to promote IRP outside the firm and speak at conferences to attract market attention

 

Client Implementation follow-up

  • Work with the Client Implementation team to ensure effective new business implementation activities are planned to integrate new clients under the standard target operating model, within a feasible delay.

  • When non-standard, ask for validation of both the client implementation team and the heads of operations

  • Follow-up the first steps of the implementation to ensure alignment between the services and prices sold and the clients’ requests during the implementation process.

 

Key stakeholders

Internal:

  • AFS Product

  • Client Development (Sales and RM) (UK and continental Europe)

  • Marketing

  • Global IRP Product Sales Specialists network

  • IRP Client Service Delivery teams

  • IRP Client Implementation team

  • IRP Operations team

 

External:

  • Existing clients

  • Prospective clients

  • Consultants

  • Press

 

Skills & Experience

  • Strong understanding of financial markets and investment management processes, including back office functions

  • Understanding of financial markets, and the drivers behind market movements

  • Strong Initiative, analysis capabilities and ability to communicate both orally and in writing

  • Detailed knowledge of performance measurement, attribution and risk

  • Competency using Microsoft Word, Excel and PowerPoint

 

Qualifications 

Required:

  • IAQ, IMC or relevant BA / BSc degree

  • Several years of demonstrable experience on Performance and Risk measurement activities.

 

Desirable:

  • MA / MSc, CIPM, CFA or ACCA

  • Knowledge of sustainable  programs/activities

Ref: | Published: 15th Aug 2017