Associate Director, Institutional Client Group

Job Description

Aberdeen Investments is part of Aberdeen Group plc, one of the UK’s leading Wealth & Investments groups.

Strengthening talent and culture is one of our strategic priorities. We strive to make Aberdeen a great place to work so that we can attract and retain the industry’s best talent.

Our people put our stakeholders at the heart of everything they do by helping us to make a positive difference to the lives of our clients, customers, colleagues, shareholders and society.

We are repositioning our specialist asset management business to meet client demand and are committed to providing excellent client service, supported by leading technology and talent.

As a global business, Aberdeen consists of three divisions: Investments, Adviser, and interactive investor (ii). Each division is dedicated to meeting and adapting to our clients' evolving needs.

Our Asia Pacific Investments business has a large, dedicated and highly experienced investment team which has been investing across the region since 1985, and manages all our Asian products, including regional, country, smaller companies, and sustainable investing propositions.

The team has a strong regional footprint with offices in Singapore, Bangkok, Kuala Lumpur, Tokyo, Hong Kong, Shanghai, Seoul, and Sydney. This breadth gives us close proximity to the companies we own and the markets we invest in. Our APAC operations have been based in Singapore since 1992. We invest in Asian companies to grow with them and to help them to become better investors.

Reporting to the Head of Institutional – South East Asia, the role is part of the team responsible for growing, diversifying and retaining Aberdeen’s funds under management with SEA institutions, focusing on Singapore. You will work alongside the broader team in identifying, building and managing relationships with allocated key target institutions including central banks, sovereign wealth funds, insurers, endowment funds, government institutions and other official institutions predominantly in Singapore, but also across other secondary South East Asian markets.

This role is predominantly client facing and will build the Aberdeen brand in SEA, positioning Aberdeen as a premier investment house.

• Supporting the Head of Institutional – South East Asia to develop the sales strategy and account plans, particularly for Singapore.

• Lead and execute institutional sales initiatives with individual responsibility for designated relationships and initiatives.

• Manage the sales process including prospect identification, pipeline development, sales conversions and market strategy.

• Contribute to the building of significant funds under management across an array of investment strategies and solutions.

• Project manage complex client engagements (pitches and reviews) and act as the client advocate.

• Work closely with internal stakeholders, such as fund managers, consultant relations and client services to execute the sales and retention strategy.  

• Maintain a high level of knowledge on Aberdeen’s investment capabilities to match them with our prospects’ needs.

• Work closely with the client service team to support own client retention & cross sell opportunities.

• Maintain accurate client records, tiering, meeting notes and account plans through Salesforce, providing high-quality management information to support effective decision making.

• Mentor and guide junior team members

• Utilise salesforce to tier clients, maintain meetings notes and ensure account plans of key prospects are kept up to date and accurate.

• Oversee accurate and timely management information to aid in the execution of decision making.

• Significant business development and sales experience within institutional clients

• Product experience that includes global equities, global fixed income, private markets and multi asset.

• Experience in leading and executing institutional sales initiatives

• Extensive understanding of the Asset Management industry, South East Asia (particularly the Singaporean) regulatory environment and investment management.

• Outcome orientated, with a focus on achieving sales outcomes

• Strong team ethos, with an ability to work in both a supporting and leading role;

• Excellent communication skills: written and spoken, both face to face and over the telephone.