Capital Group is a privately owned, independent investment manager that is one of the world’s largest active managers with $2.7tn in AUM (at end Dec 2021). Our company’s mission is to improve people's lives through successful investing and our business is set up to deliver on this consistently and over the long-term. The four core beliefs that are central to our investing success are our distinctive way of managing money, deep fundamental research, taking a true long-term view, and the power of partnerships.
We are looking a highly motivated and dynamic salesperson to join our Hong Kong-based financial intermediaries (FIT) sales team. The FIT client segment and the Hong Kong & Greater China region both play a significant role in Capital Group’s plan to grow our business. This role will report into the FIT team head responsible for leading and developing Capital’s intermediary business in the region. The head of the Hong Kong & Greater China Client Group will also play an important role in ensuring that the organization provides what you need to be successful at Capital Group and have a fulfilling, rewarding career over the long-term.
This role will support the FIT business with a focus on maximizing sales opportunities with clients and prospects especially in building client relationships with investment consultants and relationship managers particularly in the retail segment (e.g. banks, insurers, etc.). We will work with you to set your dedicated coverage across retail, private banks and insurance channels. This role provides the opportunity to engage clients at different stages of their client journey, from prospecting to acquiring and retaining assets. Activities include branch visits, client trainings, engaging clients in positioning products, networking and building contacts and support the FIT team head and BDM in managing accounts over time.
Collaboration is a key part of Capital Group’s success and its culture. There is a strong element of partnering with our internal support teams, e.g. investment specialists, investment products & services, marketing, and Legal & Compliance in order to respond to queries and service clients and prospects. There will be close working relationships with the HK-based and key European FIT sales teams. Highly collaborative and non-territorial sales teams across the US, Europe, and Asia work together to support global FIT clients.
The role is based in our Hong Kong office, which was established in 1983, with over 100 staff members including Sales, Marketing, Investment Professionals and many supporting functions.
Primary responsibilities:
Client-centric and consultative sales skills
- Build and maintain high quality business relationships with investment consultants, relationship managers, insurance agents, take an interest in your clients
- Support the FIT team head and BDM in managing accounts to achieve business growth and brand awareness
- Provide end-to-end sales supports including preparation for meetings and coordinating post-meeting follow ups
- Preparing regular investment markets and product updates for clients and engage clients via relevant and effective channels, conduct cold-calling, events/webinars, client education, etc.
- Handling inbound requests and questions from clients
- Drive sales by planning and conducting branch visits, trainings, keeping RMs/ICs/Agents updated as markets evolve and differentiating against competing funds
- Maintain a high level of activity in engaging with clients to drive bottom-up demand and through the network, keep abreast to industry and organisation news.
- Working on ad hoc projects to deepen understanding of clients and sales opportunities
Identifying opportunities
- Stay on top of product and client trends and keep your ear close to the ground
- Support knowledge transfer of market intel to sales and product teams
Internal Capital Group navigation and collaboration
- Work collaboratively with colleagues to bring the scale of Capital Group to your clients, e.g. financial intermediaries and institutional Sales teams in HK and other markets, Investment Directors, Investment Products & Services, Investment Professionals, Marketing, Client Servicing, RFP, Business Data & Analytics; to support your client efforts, share ideas and best practices.
Sales collaboration
- Liaison with other teams at Capital Group to create high quality deliverables to clients (Sales teams in other markets, Investment Directors, Investment Professionals, Marketing, Client Service, (investment) Results team, RFP team, Legal & Compliance, etc.)
- Work as part of a collegial team of sales associates that shares ideas and best practices; alignment with Singapore sales team is particularly important
- Collaborate with key European/US sales teams and Enterprise Relationship Management team to ensure global distributor relationships are coordinated and seamless
Core competencies:
- Action oriented: Readily takes action on challenges, without unnecessary planning. Identifies and seizes new opportunities. Displays a can-do attitude in good and bad times. Steps up to handle tough issues
- Drives results: Has a strong bottom-line orientation. Persists in accomplishing objectives despite obstacles and setbacks. Has a track record of exceeding goals successfully. Pushes self and helps others achieve results
- Builds networks: Builds strong formal and informal networks internally and externally. Maintains relationships across a variety of functions and locations. Maturity in leading and deepening partnerships. High EQ.
- Client focus (consultative approach): Gains insight into customer needs. Identifies opportunities that benefit the customer. Builds and delivers solutions that meet customer expectations. Establishes and maintains effective customer relationships
- Communicates effectively: Is effective in a variety of communication settings: one-on-one, small and large groups, or among diverse styles and position levels. Attentively listens to others. Adjusts to fit the audience and the message. Provides timely and helpful information to others across the organization. Encourages the open expression of diverse ideas and opinions
- Resourcefulness: Marshals resources to get things done. Orchestrates multiple activities simultaneously to accomplish a goal. Gets the most out of limited resources. Applies knowledge of internal structures, processes, policies, and culture to resourcing efforts.
- Collaborates: Works cooperatively with others across the organization to achieve shared objectives. Represents own interests while being fair to others and their areas. Partners with others to get work done. Credits others for their contributions and accomplishments. Gains trust and support of others
- Nimble learning: Learns quickly when facing new situations. Experiments to find new solutions. Takes on the challenge of unfamiliar tasks; intellectually curiosity. Extracts lessons learned from failures.
- Business insight: Demonstrates an in-depth knowledge of the investment and financial services industry in Hong Kong in terms of products, competitors, market practices, and trends
- Investment knowledge: Good level of investment knowledge of markets, macroeconomics and asset classes. Will be supported by a team of seven APAC Investment Specialists (many more global colleagues) and APAC investment products and services associates (many more European colleagues)
Requirements:
- 5-8 years of sales/sales support experience with established relationships with financial intermediaries
- Strong interpersonal and presentation skills, client facing experience preferred
- Competency in MS Office applications
- Fluent in English and Cantonese, proficiency in Mandarin
In addition to a highly competitive base salary, per plan guidelines, restrictions and vesting requirements, you also will be eligible for an individual annual performance bonus, plus Capital’s annual profitability bonus plus a retirement plan where Capital contributes 15% of your eligible earnings.
You can learn more about our compensation and benefits here.
* Temporary positions in Canada and the United States are excluded from the above mentioned compensation and benefit plans.
We are an equal opportunity employer, which means we comply with all federal, state and local laws that prohibit discrimination when making all decisions about employment. As equal opportunity employers, our policies prohibit unlawful discrimination on the basis of race, religion, color, national origin, ancestry, sex (including gender and gender identity), pregnancy, childbirth and related medical conditions, age, physical or mental disability, medical condition, genetic information, marital status, sexual orientation, citizenship status, AIDS/HIV status, political activities or affiliations, military or veteran status, status as a victim of domestic violence, assault or stalking or any other characteristic protected by federal, state or local law.