Position Description
GMO’s European client relations team is comprised of eight members. Our team is predominantly located in London with an EU presence in Amsterdam. The group is responsible for maintaining and advancing GMO’s competitive edge in the areas of marketing, sales and client service to provide the best service possible consistent with achieving our investment goals.
Within Europe, we have a significant and growing business of $20bn, of which approximately $1bn are German clients across a variety of business channels and investment strategies. GMO have been committed to the European market since the late 1980’s and are keen to strategically expand the already broad range of UCITS vehicles, as well as continue to explore demand for active UCITS ETFs.
We are looking to add a salesperson to the team to be responsible for Germany and Austria to help expand our business development efforts in the various channels including pensions, insurance, E&Fs, family offices, wealth management and private banks.
The successful candidate will have a proven track record of sustained revenue growth in Germany, including both strategy and execution.
An extensive and deep network of allocators is essential, including the ability to influence decision-makers ahead of searches being initiated. A proven system of engagement rigour / sales discipline that has consistently translated into new business success in products spanning equities, fixed income and alternatives is also essential, with specific experience in quant/systematic strategies.
This individual will be based in Germany (Frankfurt or Munich) and report to GMO’s European Head of Client Relations, based in London.
Candidate Requirements:
- A sales-led mentality, backed up with strong technical and relationship skills.
- Demonstrated success in building multi-layered relationships and revenue growth.
- Experience with several of the key channels which this role requires, with the ability to expand into all channels discussed above.
- Self-motivated with the ability to communicate well with a team while working remotely.
- German and English speaking.
Current Skills / Background:
- Minimum 8+years of direct responsibility for their own sales territory and demonstrated sales results, with overall 10-15yrs industry experience.
- While experienced, retains willingness to personally service accounts with the support of a team analyst (including reporting, ad hoc queries, regular servicing meetings). Understanding these critical elements is essential to understanding our firm and better understanding our client base.
- Driven, wants accountability and understands that success will be rewarded; and is eager to engage with leadership at GMO to achieve results in their target market.
- Proven client facing track record with the ability to confidently communicate and be an advocate for GMO’s broad investment strategies across a wide range of sophisticated clients.
- Strong investment acumen, intellectual curiosity and the ability to quickly understand and clearly discuss GMO’s investment techniques, strategies and concepts.
- Outstanding communication (written and oral), presentation and interpersonal skills. The ability to convey and adapt complex messages powerfully and in a clear manner so clients of all types and levels of sophistication will understand.
Key Accountabilities:
- Own designated prospect / client universe, and: identify, create and progress new business opportunities within that assigned prospect universe. The aim will be to meet sales and revenue targets which will contribute to their bonus determination
- Demonstrating a collaborative, respectful and confident approach to working with European team colleagues.
- Inclusive of all the above, develop and implement own strategic business development plan for designated market segment and contribute broadly to all sales and servicing plans within Germany and Austria consistent with the goals, capabilities and culture of the firm.
- Forge strong internal working relationships, partnering closely with other members of the global relationship, investment, and support teams, across a range of functions.
- Quickly develop a strong voice that contributes to the strategic business development plan for Europe and the broader Global Client Relations Team.
- Maintain a comprehensive understanding of your assigned market segment and how it is evolving – communicating this clearly both horizontally and vertically with a focus on potential risks and business opportunities inclusive of product development.
Skills Required
- Minimum 8 years of direct responsibility for a sales territory with demonstrated sales results
- 10–15 years of overall industry experience
- Proven sustained revenue growth and new-business success in Germany
- Extensive network of investment allocators and decision-makers
- Experience selling investment products across equities, fixed income, and alternatives
- Specific experience with quantitative or systematic investment strategies
- Experience serving multiple institutional and wealth-management channels
- Fluency in German and English
- Strong investment acumen and ability to explain complex investment concepts
- Outstanding written, oral, presentation, and interpersonal communication skills
- Ability to work collaboratively and remotely with internal teams
What We Do
For more than 40 years, GMO has partnered with a broad range of sophisticated institutions, financial intermediaries, and families to provide the investment expertise they need to meet their goals and fulfill their missions. Investing on behalf of our clients is GMO’s sole focus. Across asset classes and around the world, our investment teams identify and exploit long-term opportunities and develop solutions that both anticipate and respond to client needs. GMO is comprised of a collection of investment teams with focused specialties. All are grounded in a long-term, valuation-based investment philosophy – an approach we believe provides the best risk-adjusted returns. GMO partners with an impressive roster of sophisticated clients worldwide, delivering innovative investment solutions and tailored client service. Our clients benefit from our diverse expertise, intellectual curiosity, and open culture of debate, as well as from our ability and willingness to take advantage of contrarian market opportunities. For important disclosure information please visit: https://www.gmo.com/americas/terms-and-conditions/
