Director/Associate Director, Institutional Business

About the Opportunity Job Type: PermanentApplication Deadline: 31 July 2024Title Director/Associate Director, Institutional BusinessDepartment Institutional SalesLocation Melbourne/Sydney, AustraliaWe’re proud to have been helping our clients build better financial futures for over 50 years. How have we achieved this? By working together - and supporting each other - all over the world. So, join our Institutional Sales team and feel like you’re part of something bigger.About your teamThe Institutional Business team aims to position Fidelity as a leading provider of Institutional investment solutions. The team is responsible for maintaining and growing existing relationships, and developing new relationships in the Australian Institutional marketplace by way of matching Fidelity investment capabilities to the demands of investors and aims to develop a highly successful, diversified and profitable Institutional business.About your role
1) Responsibility for the ongoing relationship management of existing clients for the principal purpose of retaining existing clients as well as responsibility for managing the onboarding process for new Institutional clients in Australia. This incorporates:

• Responsibility for day-day client relationship management of existing clients. The Client Relationship Manager (CRM) is responsible for the ongoing day-day client relationship management of a dedicated portfolio of Institutional clients. The CRM will act as a contact for queries for Institutional clients with the objective of total client satisfaction. The CRM works closely with Client Services to make a key contribution to the development of the client relationship and maximise asset retention.
• Responsibility for on-boarding new Institutional clients in Australia. The on-boarding process requires close liaison with key internal stakeholders, in order to accurately capture client requirements. Timely and accurate project management of all resources is required to ensure the process is executed to the satisfaction of clients and their consultants, whilst minimising any risks to Fidelity

2) Responsibility for prospecting which includes developing and managing relationships with Institutional investors and identifying Institutional sales opportunities to grow the asset base.Key Responsibilities

• Adopt “best practice” in terms of client relationship management
• Keep up-to-date with Fidelity processes, procedures and policies and maintain network of contact with Fidelity’s other offices. Utilise this knowledge to propose ideas to improve both operational efficiency and the client service model
• Stakeholder in regional initiatives where required, including systems development, insofar as they impact Institutional clients

Ongoing client relationship management

• Deliver a premium service to the existing Institutional client base. Pro-actively manage / oversee all aspects of client relationship management from other internal support functions
• Account co-ordination and problem resolution of all activities affecting an Institutional client’s portfolio. This will involve liaison with various internal stakeholders, and ensuring all activities and deadlines are planned realistically and then met, whilst responding to client enquiries as they arise
• Gain a full understanding of Institutional clients and their requirements and maintain awareness of industry best practice
• Produce and implement Institutional client development plans, including participating in regular service reviews or ad-hoc face-to-face meetings as required
• Work with the Senior Client Services Manager to manage the production and delivery of recurring client deliverables and reports as prescribed in the IMA; create ad-hoc reporting and ensure timely, accurate delivery to clients
• Coordinate responses to requests for information on a periodic and ad-hoc basis from clients and consultants and responses to one-off requests for proposals from clients, consultants and prospects
• Ensure a strong understanding of current business pipeline and prioritise through regular dialogue and communication with the Institutional Sales team
• Manage internal co-ordination of all activities related to new client on-boarding, ensuring all activities and deadlines are planned realistically and managed effectively. Liaise regularly with relevant internal contacts and the relationship owner
• In partnership with legal counsel, project manage the production of the Investment Management Agreement or other relevant legal documentation with effective and early communication, both internally and to the client regarding policy, operational or other issues
• Ownership of the legal files for Institutional clients.

Prospecting

• Identify and develop prospects, particularly in the endowments and foundations sector
• Develop a sales strategy which clearly identifies appropriate prospects in the sector, suitable investment products and an outline of proposed client and prospect activity
• Develop product and strategy knowledge to be able to accurately communicate our key capabilities
• Encourage cross-selling opportunities across our existing Institutional client base
• Participate in relevant industry initiatives (e.g. Mercer’s Future IMPact)

Key relationships

• Australia: Institutional Sales, Australia Marketing, Consulting Relations, Client Services, Finance, Legal & Compliance, Investment Management
• Asia: Sales Directors, Relationship Directors, Oversight, AP Business Development, Investment Management, Institutional Marketing, Regional Legal, Business and Investment Compliance, Corporate Security, Systems, Operations, India Operations, Systems Development
• United Kingdom : Institutional Client Services, Investment Administration, Investment Management
• Non Fidelity: Client, Custodian, Transition Managers, external legal counsel, 3rd party vendors, members of Industry Bodies

About you

• Highly responsive with a strong commitment to client service and sales orientated
• Analytical mindset - accuracy and attention to detail in all aspects of service delivery
• Capable of balancing client requirements against organisational constraints and providing alternatives or solutions
• Ability to communicate effectively at all levels, with excellent interpersonal and negotiation skills
• Self starter, fast learner, good organisational skills
• Able to work under pressure and meet tight delivery deadlines
• Flexible and positive attitude to work, strong team ethic
• Well-developed presentation / negotiation / communication skills in both written and spoken English

Feel rewardedFor starters, we’ll offer you a comprehensive benefits package. We’ll value your wellbeing and support your development. And we’ll be as flexible as we can about where and when you work – finding a balance that works for all of us. It’s all part of our commitment to making you feel motivated by the work you do and happy to be part of our team. For more about our work, our approach to dynamic working and how you could build your future here, visit careers.fidelityinternational.com.For more about our work, our approach to dynamic working and how you could build your future here, visit careers.fidelityinternational.com.