Vice President, Key Account Manager
2 months ago
Description
About this role
Role Description:
Our wealth team establishes relationships with wealth management firms and platforms to distribute BlackRock's alpha-seeking and iShares investment capabilities and drives the adoption of BlackRock's portfolio construction.
This is a Key Account Manager role covering high net worth clients for BlackRock Australia and New Zealand. The role has a responsibility to represent the broader BlackRock business and develop key partnerships across these regions and segments. The role is responsible for supporting the Head of Key Accounts build and develop a book of strategic partnerships with key clients.
Reporting to the Head of Key Accounts, the role will develop and cultivate relationships with existing clients and prospective partnership clients. He/she will market a full range of investment options including traditional long-only strategies, alternatives, ETFs, and multi-asset solutions. The role will be fully accountable for the financial results of an assigned book of business. Additionally, the individual will deliver best in class thought leadership, and investment solutions to prospects and clients to maintain and grow our share of wallet.
**Responsibilities**:
- Manage key client relationships to identify and diligently pursue new potential business and retain existing business. Execute strategy to cross sell to existing client base.
- Drive new revenue and deliver whole portfolio solutions across products and client types.
- Lead robust client and prospect meeting and engagement activity.
- Initiate brand building and sales activity with investors not currently engaged in discussions with BlackRock.
- Execute a detailed sales strategy for high net worth partnership clients across Australia and New Zealand, with a focus on promoting the benefits and extending the usage of BlackRock solutions.
- Manage complex large client accounts and ensure exceptional standards throughout
- Develop and articulate strategic plans for clients across all product areas (index, active and alternatives)
- Accountability for delivery against identified goals
- Quarterly forward planning of client presentation/meeting schedule for each account
- Incorporate customer insights, motivations and product interests, in order to deliver persuasive client presentations
- Weekly co-ordination SPP to provide client business updates to regional RM coverage teams
- Present business updates at quarterly SPP account review meetings/calls
- Consistent sharing of client insights with partner groups (product, investments, marketing, sales management and enablement, and senior management)
- Act as a key stakeholder in the ongoing development of the iShares Wealth business; providing appropriate client feedback and insights to the executive team
- Clear defence strategy around performance challenged client assets
Investment-Focused Coverage
- Reactively field daily incoming client queries on various BlackRock products in timely fashion
- Leverage BlackRock network resourcefully while managing client expectations on delivery timeline
- Monthly check-in meetings with client Portfolio Managers / Multi-Asset implementation
- Proactively disseminate relevant BlackRock content and product announcements to key contacts across distribution list
- Proactively organise product-specific update meetings with relevant BlackRock specialists
- Work with Manager Research coverage team to ensure consistent product message across full account (from buy-list approval, discretionary allocation and bankers)
- Maintain and grow active fund AUM where possible
- Promote focus funds and disseminate PM insights where relevant (including support of BlackRock PM roundtables)
- Constant collaboration with BlackRock Portfolio Analysis and Solutions to assess client portfolios and further portfolio construction and sustainable/ESG transition narrative
- Oversight and co-ordination with Global Product Group and Client Experience Management to set-up client requested product (e.g. new share classes on IMFs or new mandates)
BAU Sales Tasks
- Daily TeamWorld maintenance of pipeline, client activities, meeting summary notes and client team additions/changes
- Maintain oversight of client portfolios and competitor holdings
- Weekly operational oversight meetings (in partnership with CEM) on Santander and Barclays
- Quarterly quality control review of account holdings data and devise RM actions based on inflows/outflows
- Manage completion of fund RFPs and support on-desk resources for timely delivery
- Host and/or contribute to monthly cross-country RM coverage calls
- Provide client feedback to various Investment & Product teams to inform the funds innovation process
Retail Banking Execution
- Raising profile of RBs throughout BlackRock
- Collaboration with marketing to create bespoke content for banks
- Continued prospecting and networking across Tier 1 and challenger banks
- Attending key industry events
- Collaboration with B
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