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Hybrid

Job Description

The Opportunity

The Head of EMEA Institutional holds the overarching responsibility of supporting MIM’s strategic growth initiative to expand its asset management business in the EMEA region, reporting directly to the Global Head of Institutional. This role involves building and overseeing business development and relationship management within the EMEA region. As a critical member of the EMEA Distribution team, the Head of EMEA Institutional will shape and deliver strategic initiatives. The ideal candidate will possess deep knowledge of the investment management business and will partner with the President of Institutional Distribution to develop and execute a successful business development and relationship management strategy both globally and regionally.

Leadership

• Drive the overall strategic short- and long-term agenda and goals for the region across relevant business areas (i.e. product, marketing, legal & compliance, finance, sales & client services).
• Actively contribute to the achievement of MIM’s Private Markets and Solutions groups' sales targets and objectives.
• Represent the EMEA Distribution’s voice across the firm, both formally (local and global corporate governance obligations) and informally.
• Recruit, develop, manage, and monitor a team of highly professional Advisors in the region across geographies, investment vehicles, and client segmentation. This includes full ownership of the team’s performance management and compensation.
• Provide direction, guidance, and support to direct reports to design and implement local strategy and tactical initiatives in alignment with global Distribution and company’s goals and objectives. This includes accountability for any EMEA office set up.
• Implement the global client-centric engagement model across the region. Communicate strategic direction internally and build out team and individual engagement.
• Maintain a network of external contacts to ensure market intelligence is collected and disseminated within the region and the firm.

Strategic Planning & Implementation and Budgeting

• Develop a client segmentation/product/market strategy that leverages MIM’s strengths and aligns with the department’s global mission, vision, and strategy.
• Establish a regional network of personnel to match the sales strategy and efficiently deliver on short- and long-term sales targets and objectives.
• Develop and lead the key relationship program in the region. Compile metrics and report to senior management as a measurement of client satisfaction.
• Work with the Global Head of Consultant Relations and his team to strengthen existing local and global consultant relationships in the region.
• Collaborate closely with the Portfolio Specialist and Marketing teams to convey relevant and tailored messaging to various audiences both internally and externally.
• Represent Distribution EMEA in senior management meetings as appropriate.
• Formulate and plan the region’s annual budget with a clear commitment to global and regional sales targets, budgets, and cost-saving initiatives.

Sales & Relationship Management (RM)

• Identify and prospect for business opportunities in the Southern Europe Institutional and Intermediaries market (wholesale). Develop and implement the sales strategy for the region, managing the sales process from prospecting to close and client relationship, in close collaboration with the Sales & Client Service Support EMEA team.
• Take overall ownership and responsibility for the day-to-day business development for institutions and intermediaries in this region. This includes sourcing prospective clients, leading the preparation of materials, ensuring all documentation is current and compliant with global and local company policy, and working with investment management teams to stay updated with investment developments to provide accurate financial advice and implement investment strategies.
• Demonstrate the intellectual capacity and impact to effectively introduce and support various products to sophisticated prospects, including global-oriented products. Respond to investment questions/requests from target relationships and assist in identifying and resolving client-related issues.
• Act as the main point of contact for assigned and new clients in the region through proactive in-person, verbal, and written contact, including on-site visits, with a focus on client retention, growth of AUM, and customer satisfaction. Identify opportunities and cross-sell additional mandates.
• Work closely with the Head of Sales and Client Service Support, EMEA, and other Sales Heads to meet regulatory requirements, follow company policy, processes, and procedures, and achieve sales targets, client service excellence, and regional objectives.

Knowledge & Skills

• Proven record of academic achievement. CFA and/or MBA preferred.
• A proven track record of building successful new business and client service in the region. A minimum of 15+ years of experience is required.
• Sophisticated understanding of financial markets, the institutional and intermediaries’ markets, and investment vehicles.
• Understanding of illiquid alternatives and private market strategies is a strong plus.
• Proven ability and experience in leading and managing high-performance sales teams with a willingness to roll up sleeves to perform all necessary responsibilities to ensure success.
• Proven ability to work as part of a senior management team to develop and implement a distribution strategy in line with the overall strategic goals and objectives of the department and the firm.
• Demonstrated strong commercial acumen and a deep understanding of the strategic marketing and selling process.
• Experience working successfully across departments and levels with a proven ability to understand all aspects of sales and client service, including distribution, marketing, legal & compliance, investment, and general product-related issues.
• Analytical skills and the ability to interpret sales performance and market trend information.
• Experience in managing budgets effectively, financial management, and setting up effective metrics and business processes.
• Exceptional communication (oral and written) and negotiation skills.
• Fluency in at least one additional European language (in addition to English).

 

About Manulife and John Hancock

Manulife Financial Corporation is a leading international financial services group that helps people make their decisions easier and lives better. With our global headquarters in Toronto, Canada, we operate as Manulife across our offices in Asia, Canada, and Europe, and primarily as John Hancock in the United States. We provide financial advice, insurance, and wealth and asset management solutions for individuals, groups and institutions. At the end of 2022, we had more than 40,000 employees, over 116,000 agents, and thousands of distribution partners, serving over 34 million customers. At the end of 2022, we had $1.3 trillion (US$1.0 trillion) in assets under management and administration, including total invested assets of $0.4 trillion (US $0.3 trillion), and segregated funds net assets of $0.3 trillion (US$0.3 trillion). We trade as ‘MFC’ on the Toronto, New York, and the Philippine stock exchanges, and under ‘945’ in Hong Kong.

Manulife is an Equal Opportunity Employer

At Manulife/John Hancock, we embrace our diversity. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention, advancement and compensation, and we administer all of our practices and programs without discrimination on the basis of race, ancestry, place of origin, colour, ethnic origin, citizenship, religion or religious beliefs, creed, sex (including pregnancy and pregnancy-related conditions), sexual orientation, genetic characteristics, veteran status, gender identity, gender expression, age, marital status, family status, disability, or any other ground protected by applicable law. 

It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will work with applicants who request a reasonable accommodation during the application process. All information shared during the accommodation request process will be stored and used in a manner that is consistent with applicable laws and Manulife/John Hancock policies. To request a reasonable accommodation in the application process, contact [email protected].