Sales Roles at Anchoria Asset Management (AAM)

Job Purpose

• Assist in developing an overall sales strategy, implement target client acquisition, penetration, and product plans.
• Maintain relationships with clients by providing support, information, and guidance
• The ability to plan and prioritise workloads in order to meet deadlines
• Assist with the development of Anchoria Asset Management’s Sales Plans
• Achievement of financial targets via sales of Anchoria Asset Management’s products and services

Responsibilities
Sales Operations:

• Submission of daily marketing reports to the head of department and preparation of Month-end reports for MPR sessions.
• Participate in sales campaigns and effective delivery of all organizational programs that promote Anchoria Asset Management’s visibility and client base expansion.
• Conduct competitive research and analyses benchmarking data to provide innovative insight and recommendations.
• Conduct market research to identify emerging markets, market shifts, and selling possibilities.
• Evaluate customer needs whilst being fully aware of new products and competition status.
• Develop relevant sales targets.
• Ensure all activities are in line with the overall departmental strategy.
• Ensure that all information is made available whenever requested.
• Identify areas for personal development.

Communication and Reporting:

• To liaise with Customer Experience regularly
• To report to the Head of department regularly on Sales operations at departmental meetings and at other times. Issues raised/discussed at departmental meetings and other meetings must be reported
• To provide such information to the Head of department as required in order to assess the performance of the department and achievement of agreed strategy and budget.

Key Performance Indicators:

• The monthly lead generation rate
• Total number of potential clients contacted
• Monthly customer acquisition rate and the cost of customer acquisition
• Customer satisfaction and retention rate
• Sales closing ratio (number of quotes/enquiries vs number of deals closed)
• Comparison of set financial targets to achieved sales targets
• Number of new business brought in (institutional and retail clients)
• Financial KPIs - Financial target schedule as updated from time to time.

Requirements, Skills & Experience
Essential:

• First Degree, BSc from a reputable institution
• Minimum of 3 - 5 years sales or marketing experience in the financial service industry
• Excellent communication and presentation skills;
• An analytical approach to work;
• Negotiation skills and the ability to influence others;
• Excellent time management skills and the ability to prioritise;
• The ability to work as part of a team and to build strong working relationships;
• Outstanding interpersonal and influencing skills; a good team player;
• Strong customer focus;
• Understanding of the asset management business
• Resilience and the ability to cope with rejection
• Excellent negotiation skills
• The ability and desire to sell
• Strong understanding of sales metrics with the ability to identify areas for improvement.

Desirable:

• Qualifications and membership in relevant professional body
• Proven understanding of the regulatory environment affecting the asset management business
• A strong record of meeting and exceeding targets on a monthly basis, providing excellent customer service in the process.

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Job Purpose

• Responsible for maximizing Anchoria Asset Management’s Sales team potential, crafting sales plans and justifying plans to Management Team.
• Coordinate all activities of the Sales Department to meet Anchoria Asset Management’s customer acquisition and revenue growth targets by keeping the company competitive and innovative.
• Reporting to the Managing Director, this role involves providing sound sales advice and support to clients to enable them to make sound business decisions.
• The ability to plan and prioritise workloads in order to meet deadlines is fundamental.
• The ability to work without Management direction, use initiative and possess a positive attitude towards teamwork is critical.

Key Responsibilities
Leadership:

• To manage an effective and cohesive Sales team.
• Ensure relevant information is communicated to direct reports enabling them to carry out their functions effectively.
• Delegate tasks to direct reports in line with skill, knowledge, and ability and where necessary identify skill gaps and training requirements.
• As required, become involved in relevant personnel matters involving department including recruitment, termination, and counseling.
• Complete KPI assessment of direct reports within the Company specified time frame.
• Ensure all reasonable steps are taken in order to achieve workplace harmony within the organisation at all times.
• Develop the policy, strategy, and procedures of the Sales unit.

Strategy:

• Design performance goals for each Sales Executive which will be evaluated monthly.
• Develop Anchoria Asset Management’s Sales Plan on an annual basis.
• To assist in developing and implementing agreed actions from quarterly sales reviews conducted and reflect the long-term objectives and priorities of the company.

Sales Operations:

• Design and implement strategic business plans that expand the company’s customer base and ensure its strong presence.
• Recruiting, objectives setting, coaching and monitoring the performance of Sales Executives.
• Presentation of sales, revenue, realistic forecast and expenses reports to the managing director.
• Identification of emerging markets and market shifts while being fully aware of new products and competition status.
• Developing and collating relevant sales targets for Sales Executives.
• Ensuring all activities of Sales Executives are in line with overall company strategy.

Communication and Reporting:

• To liaise with Customer Experience on Asset Management related issues.
• To report to the MD regularly on Sales operations at meetings and at other times. Issues raised/discussed at departmental meetings and other meetings must be reported.
• To provide such information to the MD as required in order to assess the performance of the business and achievement of agreed strategy and budget.

Management:

• To appoint, build and maintain an effective Sales team and ensure that remuneration packages are appropriate.
• To manage and develop direct reporting staff.
• To create, promote and nurture a professional business environment and culture where staff are valued, motivated, rewarded and achieve their personal and defined objectives.
• Maintain awareness and job knowledge by being current with asset management regulations and accepted practices and maintaining personal networks.

Key Performance Indicators

• Company revenue to average market sales revenue ratio.
• Salesforce effectiveness (Total value of sales/Total number of sales).
• Sales value productivity.
• Selling costs to sales ratio.
• Percentage of sales growth achieved quarterly.
• Monthly customer churn rate .
• Comparison of set target to achieved sales goals.
• Number of new businesses brought in (Institutional and retail clients).
• Financial KPIs - Financial target schedule as updated from time to time

Knowledge/Skills/Experience
Essential:

• First Degree, BSc from a reputable institution
• Msc or MBA in Sales or Marketing
• Minimum 8 years of work experience in Sales in the financial industry
• Excellent communication and presentation skills
• An analytical approach to work
• Negotiation skills and the ability to influence others
• Good time management skills and the ability to prioritise
• The ability to work as part of a team and to build strong working relationships
• Outstanding interpersonal and influencing skills; a good team player
• Strong customer focus
• Commercial acumen and sound business awareness

Desirable:

• Qualifications and membership in a relevant professional body