Senior Manager - Institutional Capital

As Senior Manager, Institutional Capital - ANZ the key responsibilities are as follows:

Key Responsibilities

Investor relationships
• Building and maintaining strong relationships with institutional investors, developing a strong understanding of their strategic goals and investment objectives enabling identification of sales opportunities
• Leading the domestic institutional investor engagement strategy and key point of contact covering Australia and New Zealand
• Initiating and following up on business opportunities, including new product and strategies.
• Active pitching to existing and potential investors on existing product suite or new ideas / opportunities to collaborate
• Raising awareness of the brand and products domestically
• Coordination and participation in investor meetings, roadshows, industry conferences and client events (eg. Dinners, networking etc)
• Maintaining timely and accurate record keeping of investor discussions
• Distilling key insights of investor sentiment to the business, including input into CEO and Board reports and presenting at Investment Committees and other internal forums
• Direct negotiations with capital partners on commercial terms of entering into new funds and products across the platform
• Engaging with institutional investors to identify leads into products on the platform. Leads are passed to Fund Manager (supported by Investor Relations Manager) to convert into investment
• Maintaining an in-depth understanding of the business and funds management products

New products and strategies
• Leading institutional capital raising in Australia and New Zealand for new product initiatives including involvement in marketing collateral, investor pitches, commercial term negotiation and conversion
• Idea generation / identification of new product opportunities, responding to patterns of investor demand
• Working closely with sector teams to market new investment opportunities by providing insights on products that would be attractive to institutional capital
• Working closely with product development to execute on new products and joint ventures.
• Active involvement in product development conversations and strategies by providing intel on sectors, structures, appetite and marketability of products to institutional investors

Minimum tertiary degree qualification in commerce, business or related discipline

• Minimum of 10 years’ experience within funds management, strategy / banking / corporate development, or distribution
• Strong communication and presentation skills
• Familiarity with asset classes managed in-house with an ability to discuss key economic and market trends in the context of in-house products and opportunities
• Industry and investor contacts both domestically and globally
• Experience in institutional investment including a client focused approach to investment solutions and recommendations
• Proven track record of delivering a range of projects from conception to completion achieving the project goals
• Breadth of asset class knowledge and strong business acumen, financial analysis and feasibility development skills
• Strong verbal and written communications skills
• Comprehensive negotiation, mediation, conflict management and customer retention skills.
• Leadership & ability to develop a high-functioning team.

• Excellent written and verbal communication skills and demonstrated ability to get on with people at all levels, internally and externally.
• Strong attention to detail
• Effective time management skills and the ability to organise and prioritise tasks to meet deadlines.
• Demonstrated ability to use initiative, work without supervision and assume full responsibility for completion of tasks.
• Positive attitude, team spirit and demonstrated ability to get on with a range of people with diverse personalities.
• Highly flexible and adaptable in a changing and demanding environment.
• Ability to maintain discretion and confidence and deal with highly sensitive information.


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