Ashburton - Commercial Sales Specialist at Rand Merchant Bank

The individual will form part of the commercial sales function for Ashburton Investments. Ashburton’s objective is to build a world class sales and client service capability which supports the firm’s goals of deepening and strengthening its AUM, market share and group brand.

Responsibilities

• Achieve set targeted AUM goals in a high-pressure sales environment.
• Thorough knowledge of the industry layout in terms of the decision makers and their business models to secure new business
• Strong relationships with dedicated client base and building strong long-term relationships with allocated client base
• Own your dedicated clients and be the main point of contact for these clients
• Thorough knowledge of competitors and their offerings
• Follow up on leads in the market
• Deal with the sales process end to end. You will call on new clients, build a relationship with them, sell the appropriate Ashburton product range and retain these clients
• Identify the potential loss of clients and put proper plans in place to retain them.
• Lead fund updates, marketing material content and conferences to ensure Ashburton is “front of mind”.
• Create opportunities for thought leadership
• Continuously drive market penetration through ongoing interaction with existing networks, new sales, client retention activities and via strategy and business plans and assists in identifying ways to add value and depth to relationships.
• Assist with the retention and client servicing requirements of existing commercial clients including the preparation and delivery of report back presentations and other client needs.
• Ensure accurate administration of CRM system in terms of prospect and sales information, keep accurate records and run periodic progress reports.
• Coordinating, preparation of and hosting of onsite visits of clients and stakeholders.
• Effectively interpret performance data (Ashburton vs peers) and utilize results to build a client strategy factoring in specific client needs.
• Demonstrate comprehensive knowledge of Ashburton Investment products offered.
• Initiating and supporting the on boarding process for new clients.
• Identify opportunities to streamline processes and procedures providing for more efficient and timely execution of team tasks.
• Assist with various administrative duties where necessary and ensure client queries are answered within a short space of time.
• Ensure sales practices and processes comply with internal and external compliance requirements and standards
• Be a team player and contribute towards strategic account planning and consultative sales process.

Qualifications & experience

• The successful candidate must have an undergraduate degree.
• CFA and/or MBA would be an advantage.
• Min 5 years sales and service experience in financial services, Asset Management experience will be a benefit.

Personal attributes

• Strong people skills needed in order to build trust and confidence within the Ashburton business.
• Good communication and presentation skills.
• Must conform to the values of FirstRand and the principles by which Ashburton Investments operates.
• Team player

Formal behavioural competencies required

• Persuasiveness and selling
• Building relationship
• Self-Starter
• Problem solving
• Analysis and Attention to detail
• Drive and Results Orientation
• Executive Disposition
• Influencing and Impact (including negotiation)
• Business Insight and Risk Awareness
• Organisational Awareness
• Planning and Organising