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State Street Global Advisors is hiring a SPDR ETF Sales & Relationship Manager based in Hong Kong. This is a key member of the APAC SPDR ETF team working closely with the Head of SPDR ETF, Hong Kong to develop the SPDR ETF business.
Scope of Role:
The SPDR ETF Sales & Relationship Manager, Hong Kong is a key member of the APAC SPDR ETF team working closely with the Head of SPDR ETF, Hong Kong to develop the SPDR ETF business. This role is mandated as a sales and client relationship leader for initiating sales activity plan; and implementing sales activities as specialist sales across all channels in Hong Kong:
Institutional Asset Owners:segment includes Pension Funds (DC, DC Platforms and DB), Endowments, Charities, Colleges, Not-for-profit, OIG Clients (Sovereign Wealth Funds, Central Banks, Supranational entities), Fiduciary Management (aka. OCIO for AO clients typically through Consultant), Consultants, Insurance Companies (General Account).
Institutional Asset Managers:segment includes Fund Managers (Single and Multi-Asset Class), Buy-side and Sell-side Trading Desks, Hedge Funds, Insurance Companies (Asset Management) and Family Offices
Financial Intermediaries:segment includes Wealth Managers and Private Banks, Retail / Retail Platform / Independent Financial Advisors (IFA), Robo Advisors, Other Retail Aggregators.
Establish and initiate focused sales activity plans to drive sustainable growth for both global range and local range of SPDR ETFs
Identify and on-going review of priority client list from target segments
Establish on-going engagement programs covering priority clients, client segments with well thoughout coverage models
Constantly track sales progress against strategic focuses in order to achieve activity and financial targets
Proactively monitor and adjust sales plans based on learnings and market developments
Sales Plan Implementation:
Drive and execute the ETF selling process via client interface and on-going engagements
Partnerwith SPDR expertise functions including Capital Markets, ETF Strategy & Research, Product, and Marketing to implement sales activities
Establish a clear sales pipeline to deliver against the plan
Operate in highly focused and discipline approach according to sales activity plan
Record all sales activities in CRM system promptly for on-going implementation effectiveness and efficiency management
Ensure 100% compliance environment while conducting sales implementation; and proactively identify, esculate, and address potential areas of risk
Assume full accountability for priority ETF client relationships as the senior sales leader
Take ownership of strategic client relationships as the senior SPDR point person for clients
Establish and develop close working relationships with priority clients through on-going client engagement programs
Develop deep understanding of priority clients' overall positions and needs; and map out future opportunities for placing SPDR ETFs
Leverage SSGA and SPDR resources globally to address client needs with an aim to grow SPDR assets for priority clients
Represent SPDR in client meetings, events, and presentations
Collaborate with SSGA Institutional Client Facing team to support and to drive ETF sales among target client segments.
Work closely with SSGA client facing team to identify and to understand the ETF potentials from key strategic clients
Joint efforts in sales activity planning and execution to provide ETF specialist insights and client supports
To be successful, the SPDR ETF Sales & Relationship Manager, Hong Kong must be a self-starter who possesses a strong sales and client oriented mindset. The candidate would be able to prioritize responsibilities; and to operate within a team based environment and collaborate in a productive manner, seek to ensure rigorous compliance and control, and appropriately leverage resources across the firm. The ideal candidate will have relevant experience and track record of success:
8 years of relevant experience covering institutional and intermediary clients in an asset management or a sell-side sales environment. Of which, at least 4 years in ETF sales, with a deep book of relevant client relationships
Proven ability to deliver sales growth
Strong knowledge of the ETF market landscape, key competitors and market trends
Strong team player in a multi stakeholder environment
Proven experience as a leader in managing clients and developing relationships across multiple products and asset classes
Solid investment foundation and excellent analytical skills
University degree qualified or above with a financial or analytical discipline preferred
Strong investment product knowledge and presentation skills
Strong verbal and written communication skills
High energy, motivated individual, with a commitment to excellence
Strong leadership and motivational skills
Strong influencing and partnership skills – with clients and stakeholders
Solution oriented mindset and a change agent
Enthusiastic, motivated and open
Positive, entrepreneurial and 'can do' attitude.
Willingness to roll up sleeves and navigate complexity