VP/Director, Retail Channel

As a leading global investment management firm, AB fosters diverse perspectives and embraces innovation to help our clients navigate the uncertainty of capital markets. Through high-quality research and diversified investment services, we serve institutions, individuals and private wealth clients in major markets worldwide. Our ambition is simple: to be our clients’ most valued asset-management partner.

With over 3,700 employees across 51 locations in 25 countries, our people are our advantage. We foster a culture of intellectual curiosity and collaboration to create an environment where everyone can thrive and do their best work. Whether you're producing thought-provoking research, identifying compelling investment opportunities, infusing new technologies into our business or providing thoughtful advice to clients, we’re looking for unique voices to help lead us forward. If you’re ready to challenge your limits and build your future, join us.

Reporting directly to the Head of Iberia Distribution & Intermediaries, the Sales Advisor will have the following responsibilities:

• Contribute to the overall sales strategy and targets for the region
• Create a clear vision and strategy for the dedicated client accounts & channel
• Manage the sales process to grow AUM by identifying and cultivating new business prospects, initiating and following up on new business opportunities, under guidance of the Head of Iberia Distribution & Intermediaries, leading new business meetings and associated strategy development / preparation; and closing sales, either face to face or on the phone.
• Build in-depth knowledge of investment strategies covered. Attend meetings, read research reports, utilize information services, liaise with PM’s / Portfolio Specialists and Portfolio Analyst team regularly to build and maintain knowledge base and relationships required to successfully represent AB’s investment strategies.
• Build and maintain a panel of clients and prospects as agreed with the Head of Iberia Distribution & Intermediaries
• Ensure that the database Salesforce is always kept up to date including:
  • Client and prospect information (phone, email, address etc.) is kept up to date and accurate
  • Company profile is built and maintained (platform usage, CIP, research tools etc)
  • Logging meeting and call notes in a timely fashion
  • Product and communication preferences are updated in line with GDPR
  • Pipeline, opportunity and business at risk reporting and maintenance
• Work to very high professional standards of best practice, achieve pre-defined minimum activity levels, utilize sales process and contribute to a culture of high performance and act in the best interest of clients at all times.
• Leverage personal network in the relevant professional investor financial investment community in Iberia to translate these contacts into business
• Collaborate closely with colleagues across Europe, leveraging best practices and complimentary knowledge
• Partner with the Marketing team to contribute to and sponsor the marketing plan

Skills:

• Focus on clients, building collaborative partnerships with appropriate clients and prospects.
• Demonstrate sound judgment and problem solving, integrating a range of organizational perspective and data.
• Ability to influence and communicate with others across the organization.
• Deliver sales and client service results, actively pursuing additional sales opportunities, and holding oneself and others accountable for work progress.
• Establish effective communication with clients, adapting to their preferences and needs.
• Build strong long-term relationships with clients.
• Exhibit an adaptable approach and recommendations to specific client situations.
• Leverage prospect, client and market knowledge, proposing solutions that leverage client knowledge and meets client needs.
• Demonstrate integrity in client interactions, raising ethical issues within the organization.
• Demonstrate drive and persistence, exhibiting exceptional effort to achieve work metrics and outcomes.
• Ability to persuade, influence, win and sell by the team and clients/prospects

• Highly results-oriented sales approach (“getting to yes”)
• Despite the strive for closure, highly ethical in business dealings

Qualifications, Experience, Education:

To be successful, the ideal candidate must have demonstrated proven success as follows:

• Minimum of 10 years’ sales experience from an investment management background
• A proven track record of selling asset management and/or investment advice to professionals investing in a wide range of high-performance products
• Self-motivated and confident in creating a book of potential clients from scratch in the key client channels for which they are responsible
• Track record of independently winning and retaining clients
• Working closely with cross border teams and other colleagues
• Outstanding sales management skills – able to identify, target, convert & retain accounts
• Outstanding networking skills
• Deep investment knowledge, including understanding of the firm’s investment process as well as the fund range
• Strong and confident presenter in one-to-one meetings, small and big groups
• Able to use internal and external data to prospect
• Strong interpersonal skills – ability to build sustainable, trust-based relationships
• Languages: Spanish, English and ideally Portuguese