Role Title: Business Development Director, Charities
Division: Charities Distribution
Location: London
Contract: Perm
About the Role
Lead on business development for strategic charity and endowments clients and their intermediaries. Build and establish long-term relationships with prospective charitable clients and their advisers in order to develop and obtain new business for Rathbones Group, across all product suites, pooled and discretionary. Play a key part in bringing best of Rathbones to the charity market, and expand the firm’s market share and footprint, especially amongst more institutional-like charities.
What you’ll be responsible for
* Alongside Head of Charities Distribution, develop and deliver a business development plan to help the charity business achieve profitable growth, with an emphasis on larger strategic institutional charity clients and their intermediaries.
* Undertake market analysis to ensure business development plan is robust and commercially viable, and product suite is continually viable and fit for market, aligned with Rathbones long-term ambitions in Charities.
* Develop a proactive comprehensive new business pipeline, through a wide range of business development activity, with ambitious gross inflow targets.
* Develop strategic business development plans in specific charity segments e.g. religious, education, armed forces, working across Rathbones colleagues, to ensure strong relationships are developed with external advisers/partners/membership organisations.
* Lead from start to finish on converting inbound opportunities from initial dialogue to notified wins.
* Proposals and pitching: working with the Head of Charities Distribution and Investment managers and aiding in the completion of new business tenders; this will include comprehensive briefing documents, the completion of tender documents and presentation materials as well as presenting to trustee boards.
* Attend and actively participate in charity events and seminars to help promote the charity business and build out our charity reach and profile.
* Lead the creation, management, allocation and monitoring of potential new charity business.
* Work with Sales Support to ensure the coordination of new business pipeline, reporting and associated activity.
* Maintaining CRM/MI systems – keep accurate records of pipeline in terms of won/lost business and identifying opportunities for improvement.
* Working closely with CCO area on the development of collateral and implementation of the refreshed Charities proposition.
* Build strong and effective relationships wither other client facing colleagues across Rathbones, including our regional offices – where appropriate ensuring these teams are also educated on the Charities proposition.
About you
If you meet some of these criteria and are excited about the role, we encourage you to apply
* Has significant depth of relationships across the charity sector, especially with the Top 200 by AUM, specific charity segments and with charity investment consultants.
* May have prior institutional sales and relationship management experience in a mainstream asset manager.
* Preferable to have ESG/Responsible Investing experience.
* Has a high degree of investment knowledge to be able to present to sophisticated clients and articulate the proposition to the market, including relevant qualifications e.g. CFA, IMA.
* Relevant market connections and knowledge, with full awareness of key developments shaping the Charities industry and strong product knowledge.
* Exceptional communication and presentation skills.
* Excellent presentational skills to internal and external audiences.
* Ability to distill complex information into client-friendly formats.
* Strong understanding of the regulatory environment governing charitable investments.
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