Head of Institutional Business - Asia ex-Japan

SingaporeFull-timeexecutive

SalesOtherBusiness DevelopmentBusiness

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Company Profile Founded in 1977, GMO is a global investment manager committed to delivering superior long-term investment performance and advice to our clients.

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SalesOtherBusiness DevelopmentBusiness

Company Profile

Founded in 1977, GMO is a global investment manager committed to delivering superior long-term investment performance and advice to our clients. We offer investment strategies and solutions where we believe we are positioned to add the greatest value for our investors. These include multi-asset class, equity, fixed income and alternative offerings.

We manage approximately $80bn for a client base that includes many of the world’s most sophisticated institutions, financial intermediaries, and private clients. Industry-wide, we are well known for our focus on valuation-based investing, willingness to take bold positions when conditions warrant, and candid and academically rigorous thought leadership. Jeremy Grantham, GMO’s Co-Founder and Long-Term Investment Strategist, is renowned as an expert in identifying speculative investment bubbles and also as a leading climate investor and advocate.

GMO is privately owned and employs over 430 people worldwide. We are headquartered in Boston, with additional offices in Europe, Asia and Australia. Our company-wide culture emphasizes commitment to clients, intellectual curiosity, and open debate. We celebrate and respect our differences, while embracing and valuing what each of us brings to work, as we know that diverse teams in an inclusive, caring environment achieve higher engagement and better client results.

Please follow the prompts included in this job posting to apply. The application window for this role is anticipated to remain open until the job is filled, or as otherwise determined by GMO.

GMO’s Asia-Pacific client relations team is comprised of seven members. Our team is located in Sydney and Singapore, and the group is responsible for maintaining and advancing GMO’s competitive edge in the areas of marketing, sales and client service to provide the best service possible consistent with achieving our investment goals.

We are looking to add a Head of Institutional, Asia ex-Japan (AEJ) to help accelerate our Business Development efforts across the region, including but not limited to Singapore, Hong Kong, South Korea, Malaysia, Thailand and Indonesia.

The successful candidate will have a proven track record of sustained revenue growth in the AEJ Institutional market, including both strategy and execution.

An extensive and deep network of institutional allocators is essential, including the ability to influence decision-makers ahead of searches being initiated. A proven system of engagement rigour / sales discipline that has consistently translated into new business success in products spanning equities, fixed income and alternatives is also essential.

This individual will be based in Singapore and report to GMO’s Head of Client Relations, Asia-Pacific.

A sales-led mentality, backed up with strong technical and relationship skills.
Demonstrated success in building multi-layered relationships and revenue growth with GIC, MAS, HKMA and other large sovereigns in the region.
Strong working knowledge of the Insurance General Account market.
Experience with the Endowment, Foundation and Single-Family office channels is desirable.
Experience in Mainland China is also useful, together with master agent/direct experience in the Taiwan Institutional Market
Mandarin Fluency – speaking, reading and writing desirable
Holding or attaining the requisite licenses

Minimum 8+years of direct responsibility for their own sales territory and demonstrated sales results.
While experienced, retains willingness to personally service accounts (including reporting, ad hoc queries, regular servicing meetings). Understanding these critical elements is essential to understanding our firm and better understanding our client base.
Driven, wants accountability and understands that success will be rewarded; and is eager to engage with leadership at GMO to achieve results in their target market.
Proven client facing track record with the ability to confidently communicate and be an advocate for GMO’s broad investment strategies across a wide range of sophisticated clients.
Demonstrated leadership, serves as experienced voice within the team and firm – sharing ideas on the direction of the market, related product opportunities, and strategic opportunities as relates to Asia ex-Japan markets.
Strong investment acumen, intellectual curiosity and the ability to quickly understand and clearly discuss GMO’s investment techniques, strategies and concepts.
Outstanding communication (written and oral), presentation and interpersonal skills. The ability to convey and adapt complex messages powerfully and in a clear manner so clients of all types and levels of sophistication will understand.

Own designated prospect / client universe, and: identify, create and progress new business opportunities within that assigned prospect universe. The aim will be to meet sales and revenue targets which will contribute to their bonus determination
Demonstrating a collaborative, respectful and confident approach to working with APAC team colleagues.
When relevant, as a mentor/”back up” sales and relationship manager on some of the smaller relationships in Asia.
Inclusive of all the above, develop and implement own strategic business development plan for designated market segment and contribute broadly to all sales and servicing plans within Asia consistent with the goals, capabilities and culture of the firm.
Forge strong internal working relationships, partnering closely with other members of the global relationship, investment, and support teams, across a range of functions.
Quickly develop a strong voice that contributes to the strategic business development plan for Asia and the broader Global Client Relations Team.
Maintain a comprehensive understanding of your assigned market segment and how it is evolving – communicating this clearly both horizontally and vertically with a focus on potential risks and business opportunities inclusive of product development.