SPDR ETF Sales & Relationship Manager, Hong Kong

  • Competitive
  • Hong Kong
  • Permanent, Full time
  • State Street
  • 20 Oct 17 2017-10-20

State Street Global Advisors is hiring a SPDR ETF Sales & Relationship Manager based in Hong Kong.

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State Street Global Advisors is hiring a SPDR ETF Sales & Relationship Manager based in Hong Kong. This is a key member of the APAC SPDR ETF team working closely with the Head of SPDR ETF, Hong Kong to develop the SPDR ETF business.


Scope of Role:

The SPDR ETF Sales & Relationship Manager, Hong Kong is a key member of the APAC SPDR ETF team working closely with the Head of SPDR ETF, Hong Kong to develop the SPDR ETF business. This role is mandated as a sales and client relationship leader for initiating sales activity plan; and implementing sales activities as specialist sales across all channels  in Hong Kong:

Institutional Asset Owners:segment includes Pension Funds (DC, DC Platforms and DB), Endowments, Charities, Colleges, Not-for-profit, OIG Clients (Sovereign Wealth Funds, Central Banks, Supranational entities), Fiduciary Management (aka. OCIO for AO clients typically through Consultant), Consultants, Insurance Companies (General Account).

Institutional Asset Managers:segment includes Fund Managers (Single and Multi-Asset Class), Buy-side and Sell-side Trading Desks, Hedge Funds, Insurance Companies (Asset Management) and Family Offices

Financial Intermediaries:segment includes Wealth Managers and Private Banks, Retail / Retail Platform / Independent Financial Advisors (IFA), Robo Advisors, Other Retail Aggregators.


Major Responsibilities:

Sales Planning:

  • Establish and initiate focused sales activity plans to drive sustainable growth for both global range and local range of SPDR ETFs

  • Identify and on-going review of priority client list from target segments

  • Establish on-going engagement programs covering priority clients, client segments with well thoughout coverage models

  • Constantly track sales progress against strategic focuses in order to achieve activity and financial targets

  • Proactively monitor and adjust sales plans based on learnings and market developments


Sales Plan Implementation:

  • Drive and execute the ETF selling process via client interface and on-going engagements

  • Partnerwith SPDR expertise functions including Capital Markets, ETF Strategy & Research, Product, and Marketing to implement sales activities

  • Establish a clear sales pipeline to deliver against the plan

  • Operate in highly focused and discipline approach according to sales activity plan

  • Record all sales activities in CRM system promptly for on-going implementation effectiveness and efficiency management

  • Ensure 100% compliance environment while conducting sales implementation; and proactively identify, esculate, and address potential areas of risk


Client Coverage:

  • Assume full accountability for priority ETF client relationships as the senior sales leader

  • Take ownership of strategic client relationships as the senior SPDR point person for clients

  • Establish and develop close working relationships with priority clients through  on-going client engagement programs

  • Develop deep understanding of priority clients’ overall positions and needs; and map out future opportunities for placing SPDR ETFs

  • Leverage SSGA and SPDR resources globally to address client needs with an aim to grow SPDR assets for priority clients

  • Represent SPDR in client meetings, events, and presentations


Team Collaboration:

  • Collaborate with SSGA Institutional Client Facing team to support and to drive ETF sales among target client segments.

  • Work closely with SSGA client facing team to identify and to understand the ETF potentials from key strategic clients

  • Joint efforts in sales activity planning and execution to provide ETF specialist insights and client supports



Key Qualifications:

To be successful, the SPDR ETF Sales & Relationship Manager, Hong Kong must be a self-starter who possesses a strong sales and client oriented mindset. The candidate would be able to prioritize responsibilities; and to operate within a team based environment and collaborate in a productive manner, seek to ensure rigorous compliance and control, and appropriately leverage resources across the firm. The ideal candidate will have relevant experience and track record of success:

  • 8 years of relevant experience covering institutional and intermediary clients in an asset management or a sell-side sales environment. Of which, at least 4 years in ETF sales, with a deep book of relevant client relationships

  • Proven ability to deliver sales growth

  • Strong knowledge of the ETF market landscape, key competitors and market trends

  • Strong team player in a multi stakeholder environment

  • Proven experience as a leader in managing clients and developing relationships across multiple products and asset classes

  • Solid investment foundation and excellent analytical skills

  • University degree qualified or above with a financial or analytical discipline preferred

  • Strong investment product knowledge and presentation skills

  • Strong verbal and written communication skills

  • High energy, motivated individual, with a commitment to excellence

  • Strong leadership and motivational skills

  • Strong influencing and partnership skills – with clients and stakeholders

  • Executive presence/gravitas/maturity

  • Solution oriented mindset and a change agent

  • Enthusiastic, motivated and open

  • Positive, entrepreneurial and ‘can do’ attitude.

  • Willingness to roll up sleeves and navigate complexity