Senior Investment Officer (Home Mortgage Bank)

Our client, Home Mortgage Bank (HMB), is seeking to fill the position of Senior Investment Officer. This is a management position.

JOB SUMMARY

The Senior Investment Officer is responsible for driving the attainment and surpassing of sales targets for all investment products through the definition and implementation of sales, business development and relationship management strategies. The Senior Investment Officer will lead a team of investment officers and associates in the creation of new opportunities, management of existing relationships and provision of advisory services to achieve investment sales targets and increase the company’s market share and brand awareness in the capital markets.

DUTIES AND RESPONSIBILITIES

• Directs the creation, development, nurturing, and closing of investment sales opportunities:
  • Manages the full sales and onboarding cycle for large and complex transactions (including bond sales) with high net worth and ultra-high net worth individuals and institutional investors.
  • Maintains relationship ownership for all complex and institutional accounts;
  • Coordinates all sales and service activities for the company’s investment products;
  • Maintains and verifies adherence to regulatory requirements for customer prospecting and solicitation activities
  • Maintains knowledge of product and service offerings
  • Identifies current and potential customers, using business intelligence tools
  • Keeps abreast of technology trends to support the improvement of sales through technology
• Serves as the central custodian of post-sales enquiries, oversight, and complaint escalations:
  • Conducts customer satisfaction surveys and identifies and effectively resolves customer-impacting issues in a professional and result oriented manner
  • Hosts customer review meetings to capture and monitor customer service levels
  • Holds rediscovery conversations and understands emerging client needs
  • Encourages and promotes the utilisation of the digital service channels to customers
  • Monitors performance of individual investments to evaluate the portfolio’s performance against the company’s risk goals
• Delivers advisory services on the products and services of the company:
  • Verifies the education of existing and potential customers on the value proposition of the company’s products and capabilities through presentations, meetings, seminars, following up to close the business
  • Develops the company as a leader in thought leadership on capital market issues through the development and delivery of investment related communications including articles and blogs
  • Directs customers to the applicable representative who can address their specific needs and/ or requests (e.g., Residential Mortgages, Commercial Mortgages)
• Provides input to initiatives to improve business and revenue generation, market share, and achievement of goals and strategic objectives:
  • Assist in strategic and business planning exercises
  • Supports the development and implementation of sales plans and relationship management strategies to increase the company’s share in the capital markets and actively grow accounts
  • Provides input to the development and creation of new products based on market intelligence, identified emerging customer needs and data analysis of competitors’ rates, products and services
  • Tracks, analyses and evaluates business development and relationship management activities and initiatives
  • Makes recommendations to increase the effectiveness of respective strategies
  • Assists in the development of marketing plans by providing data and information related to customer demographic and investment behaviour
  • Identifies and recommends opportunities for alternative service delivery and channel strategies (e.g., digital channels)
  • Identifies and analyses industry and/ or geographic trends with strategy implications for the company
  • Keeps abreast of technology trends to identify markets for future product development or to improve sales of existing products through technology.
• Drives a high-performance culture within the Capital Markets department:
  • Achieves and maximises sales targets
  • Verifies that customer conversion objectives / targets are met
  • Continuously reviews the sales process to ensure optimum customer conversion rates
  • Provides improvement recommendations for the sales process and conversion rates.
• Prepares and reviews reports as required for submission to senior staff, management, and other key stakeholders:
  • Provides timely reports for all sales and prospecting activities including sales calls, meetings, presentations, closed sales and follow up/pipeline activities
  • Provides reports and dashboards that drive an understanding of the ongoing financial performance of the company’s investment products for management reporting
  • Provides regular sales reports and analyses including sales metrics statistics, sales leads records and conversion rates
  • Provides required reports to regulatory bodies as guided by the Manager and company leadership.
• Establishes and maintains relationships with external stakeholders to grow the company’s business lines:
  • Builds, develops and sustains relationships with key decision makers and influencers in organisations to encourage their investment in the company’s products and services
  • Identifies and builds direct long-term and referral relationships to develop and expand an active pipeline of potential customers for new and existing investment products.
• Reviews and approves work, conducts performance appraisals, provides guidance and feedback in the execution of day-to-day duties:
  • Provides timely coaching and training to staff and provides development opportunities for direct reports
  • Adheres to the company’s performance management practices
  • Directs participation in forums related to the industry including conferences, customer discussions and organisations to maximise networking and relationship building opportunities and identification of potential strategic partnerships
  • Reviews work performed and reports generated by Investment Officers and Investment Associate

QUALIFICATIONS AND EXPERIENCE

• Bachelor’s degree in Business Administration, Marketing or Sales.
• A minimum 5 years’ experience in a business development, relationship management, marketing or sales function for distribution of investment products.
• Experience in client pipeline reporting.
• Extensive / Expert knowledge of regulatory and legislative requirements for sale and distribution of investment products.
• Extensive / Expert networking, selling, negotiation, customer relations and relationship building skills.
• Valid Driver’s Permit

We wish to thank all applicants for their interest, however, only those favourably considered will be contacted.