Job Description

• This role is a third-party marketing role that supports and influences investment writing planners to place business with OM (Wealth, Max and Invest).  The Investment & Fund Specialist (IFS) endeavours to activate and increase the number of investment planners in the market and secure more business inflows/retention from these planners. Typical focus areas for the IFS position will be;
• Empowering tied planners to market (sell) OM‘s Investment products /platforms to clients.
• Develops business development plans for panel of advisers for up to 1 year.
• Supporting planners in their practice (i.e.: PGP tool, coaching etc) by supporting sales staff in terms of product knowledge, industry knowledge, competitor knowledge, product positioning and market updates.
• Assisting to identify business development and product marketing opportunities.
• Support the execution of efficient administration/processing of business.
• Assists Product Management, Product Marketing, and/or Distribution Marketing on the roll out of product marketing strategy in the regions.
• Gives input into design of new products and enhancements to existing products.
• Plans and delivers formal presentations to channels, advisors and clients.
• Manages product marketing events, in order to strengthen the Old Mutual profile in regions.
• Compiles and controls regional product development budget.
• Keeps abreast of product development issues in the financial services industry.
• Identifies product marketing opportunities.
• Displays knowledge of competitor products and conducts comparative analysis.
• Develops and maintains relationships with distribution channels.
• Initiates, implements and monitors agreed marketing plans within the region.
• CUSTOMERS and PARTNERS
• (Key receivers of work)
• Tied planners
• PFA/AFD management: PGM/RM/BM/FP
• CRM
• National Head: Investment & Fund Specialist (OMW)
• Regional Head: Investment & Fund Specialist (OMW)
• Business/Advice Coaches (OMW)
• Investment providers (OMI, OMIG, OMMM, Private Clients, Treasury, TFP, DFM)
• Product Providers: (OMW, MAX, OM Invest, OMUT, S and I)
• Legal and Compliance
• IT (related to the tool support)
• Business:
• Sound Financial Services Industry Knowledge
• Product Knowledge (OM and competitors) ~ primarily Investments
• Financial planning processes and principles
• Financial market instruments, vehicles, indicators and measurement tools
• Relevant regulatory legislation and compliance knowledge
• Sound legal technical knowledge (linked to products/compliance)
• New business process
• Distributions channel  marketing and segmentation principles/model (incl. Value propositions, alternative models, franchise’ etc)

Experience and qualification:

• Financial Services experience (Sales and Distribution). 
• Sales, marketing or industry support background (3 years +)
• Tertiary education (degree/diploma in business/commerce/financial planning)
• CFP (strong recommendation).
• Responsible for driving the development of new business opportunities / initiatives either for existing business units or in the process of setting up new business units.

Responsibilities

• Business Development
• Participate in formulating the strategy and identifying, evaluating, and structuring key transactions to ensure continued financial health and maximum value creation through the entire product life cycle. Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities. 
• Customer Needs Clarification
• Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex customer data, clarify medium- to long-term customer needs, and develop and agree to a specification of customer requirements.
• Customer Relationship Development / Prospecting
• Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
• Customer Relationship Management (CRM) Data
• Ensure that an internal function and/or a cross-functional customer account team maintains high-quality customer information; monitor and review information quality to ensure that it is fit for purpose. Provide user input to the development or improvement of the CRM system to ensure that it meets immediate and longer-term business needs.
• Sales Opportunities Creation
• Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation.
• Sell Customer Propositions
• Lead a cross-functional internal team (e.g., technical, commercial, and legal) to configure a complex tailored or bespoke product-and-services solution and associated contractual terms that meet the customer’s mid- to long-term needs at a national/key operating-unit level. Negotiate agreement with the customer and internally with commercial colleagues to ensure that customer requirements are met at an acceptable level of profitability and cash flow, or, alternately, review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate.
• Customer Relationship Management / Account Management
• Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues. Manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty.
• Operational Compliance
• Ensure that business activities within area of responsibility comply with relevant external regulatory and/or voluntary codes and with internal policies and procedures to minimize business risk and to protect the reputation of the organization.
• Personal Capability Building
• Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team and beyond in the function. Maintain external accreditations and in-depth understanding of current and emerging technologies, external regulation, and industry best practices through continuing professional development, attending conferences, and reading specialist media.

Skills

• Building Trust, Client Management, Client Needs Assessments, Consultative Selling, Customer-Focused, Customer Service, Customer Understanding, Customer Value Proposition Development, Direct Selling, Identifying Sales Opportunities, Insight Generation, Sales Closing Techniques, Sales Data Management, Sales Software, Strategy Development, Strengthening Customer Relationships

Competencies

• Action Oriented
• Builds Networks
• Business Insight
• Communicates Effectively
• Customer Focus
• Drives Results
• Ensures Accountability
• Instills Trust

Education

• NQF Level 7 – Degree, Advance Diploma or Postgraduate Certificate or equivalent