Job Specification
The Associate Director of Client Relationship Management for Asia (CRM) will play a crucial role in Calastone’s strategic expansion efforts across the Asian market. This position is integral as we enhance our presence, diversify our client portfolio, and expand our suite of products and services tailored to meet the needs of the region’s financial landscape. The individual will be responsible for overseeing the daily management of our Asia-based clients while actively contributing to the development and support of innovative products and services.
To achieve these objectives, the CRM will prioritize the daily management and growth of our customer base, which includes fund providers, distributors, and transfer agents. They will be primarily responsible for driving increased message volumes, pinpointing new business opportunities, collaborating on the specification of market-driven service developments, and facilitating the cross-selling of new services and digital assets that align with client needs.
Knowledge & Key Skills
- Deep understanding of the key players and interactions within the funds market.
- Comprehensive knowledge of investment funds and the intricacies of post-trade processing.
- Insightful grasp of digital assets and their significance within the mutual funds sector.
- Proven ability to engage effectively at all organizational levels within client institutions, with a proactive approach to nurturing relationships with senior decision-makers.
- Capability to identify key decision-makers, prepare and deliver insightful presentations, positively influencing outcomes while navigating challenges with professionalism.
- Strong organizational and analytical skills are vital for success in this role.
Key Responsibilities
Client Acquisition:
- Diligently identify, target, and secure new business opportunities with leading financial institutions throughout the region.
- Engage with new clients regarding both existing services and innovative products related to the funds industry.
- Conduct detailed discussions about product features and capabilities with clients and collaborate on solutions, partnering with Calastone colleagues when necessary.
Relationship Management:
- Cultivate and maintain robust relationships with existing clients, ensuring elevated levels of satisfaction and loyalty to our offerings.
- Articulate clearly on clients’ diverse requirements and propose tailored solutions that resonate with their specific needs, leveraging existing product capabilities to the fullest.
- Provide daily business support to our Asia client base, ensuring seamless communication and service delivery.
- Organize regular business review meetings with key customers, ensuring thorough preparation that reflects a deep understanding of the clients’ ongoing activities and future aspirations.
Sales Strategy:
- Conceive and execute impactful sales strategies aimed at exceeding revenue targets while creatively exploring cross-product selling opportunities.
- Collaborate closely with Operations and Client Services teams to facilitate clients’ onboarding processes, guiding them from project initiation to successful go-live stages.
- Maintain accurate records and provide comprehensive reports on client activities and progress through Salesforce.
Market Insights:
- Continuously monitor industry trends, market conditions, and the competitive landscape to surface new opportunities and identify potential challenges.
- Collaborate with Operations, Sales, and Finance Departments to relay clients’ evolving needs and communicate relevant company activities back to clients.
- Engage actively in marketing and public relations initiatives to enhance visibility and brand presence.
- Support the Managing Director in advancing the new sales process.
Presentations and Proposals:
- Craft and deliver persuasive presentations and proposals to prospective clients, effectively showcasing our custodial solutions and overarching value proposition.
- Work closely with Product and Marketing managers to accurately define products, services, and comprehensive marketing plans.
Collaboration:
- Foster strong collaborations with internal teams, including product development and customer support, ensuring that client requirements are met and that solutions are precisely tailored.
- Establish robust working relationships with all internal and external stakeholders, facilitating effective communication and coordination.
- Coordinate and actively participate in regular networking events and workshops, ensuring that these initiatives align with the company’s standards and objectives.
- Share relevant industry updates and insights with the sales group and other departments to enhance collective knowledge and strategy.
Targets
Be prepared to work towards revenue-based targets and meeting-oriented targets, with a minimum expectation of arranging and attending at least 6 client meetings each week.
Requirements
- Experience: At least 8 years of experience in the funds industry, alongside a minimum of 3 years in a sales capacity, ideally within the financial services or custodial solutions sectors.
- Industry Knowledge: A solid understanding of funds services and the unique demands of financial institutions.
- Client Relationships: Proven success in building and maintaining relationships with top-tier financial entities.
- Sales Skills: Demonstrated track record of meeting and exceeding established sales targets.
- Communication Skills: Exceptional communication, negotiation, and presentation abilities.
- Strategic Thinking: Capability to develop and implement effective, innovative sales strategies.
- Location: Based in Singapore, with a readiness to travel as required to meet client and business demands.
Our commitment to Diversity and Inclusion
The company is dedicated to fostering a diverse, equitable, and inclusive workplace environment where all employees have the opportunity to flourish, contribute their skills, and reach their full potential. We ensure that all decisions regarding recruitment, promotion, and rewards are based on capabilities and performance rather than protected characteristics. We want every candidate to perform at their best during the recruitment process; please inform us if you require any reasonable adjustments at any point.
Please submit your application here.
