Key Account Coverage (Brokers)- Pinnacle Listed Funds

Pinnacle Investment Management Group Limited (ASX:PNI) is a leading Australian-based multi-affiliate investment management firm. Our mission is to establish, grow and support a diverse stable of world-class investment management firms.

Pinnacle currently consists of sixteen investment management firms that collectively manage over A$90 billion in assets across a diverse range of asset classes. Our affiliated managers operate autonomously, in line with our philosophy that 'supported independence' is an essential ingredient in sustaining investment excellence and business resilience over the long term.

Pinnacle has $9billion of assets across nine listed funds including listed investment companies (LICs), listed investment trusts (LITs) and active ETFs, managed by seven of Pinnacle's affiliate managers across equities, bonds, loans and cash. The majority of investors in these listed funds are clients of stockbrokers and financial advisors. Pinnacle has strong distribution coverage of financial advisors but wants to increase coverage of the stockbroker market, a large user of listed funds for their clients' portfolios.  In addition, Pinnacle wishes to increase their direct retail client base with this range of retail funds being a key offering to this target client base.  

Key Responsibilities:  

• Identification and development of new business relationships with stockbrokers and planners / advisors inside stockbroking firms (e.g. Morgans, Ord Minnett etc.)
• Implementing telephone, email and face to face sales meetings and campaigns
• Focusing on sales and business development through targeted client interaction primarily with the aim of achieving 10-15 face to face meetings per week
• Representing the listed product/fund set to these professional intermediaries with a view to attracting new investors and client servicing of existing investors
• Suggest innovative ideas to increase sales and improve customer experience
• Working with marketing to devise sales campaigns, marketing collateral, conferences and other investor engagements to drive new clients and enhance client relationships
• Act as a listed fund expert internally to Pinnacle in order to ensure that the Pinnacle sales team who speak on listed funds to financial advisors and/or direct investors are well informed

Desired Skills and Experience:  

• A passion for sales
• A background in financial services/investment industry either in Australia or overseas is desirable, preferably either at an asset manager that has listed funds (LIC/LIT and/or ETFs) or at a stockbroking firm that invests client portfolios in listed funds
• Existing relationships with advisers at Australian retail stockbroking firms (Morgans, Ord Minnett, Shaw and Partners, Bell Potter, Wilsons, Canaccord)
• An organised approach to the sales role to be able to handle the demands of many clients across many firms in multiple cities and multiple products that will be represented
• Resilience, sincerity, tenacity and commitment to a long-term career with Pinnacle; Commitment to delivering the highest quality investment solutions in a professional manner
• Possess strong communication and interpersonal skills to build long term client relationships of value to Pinnacle
• Hold appropriate tertiary qualifications in business, commerce, finance or economics

Attractions of Role:  

• Variety of asset classes and investment managers to represent ensures enough product to solve client problems as well as a high level of intellectual stimulation
• Asset classes include Australian and Global equities, Australian corporate loans, global bonds and cash. Listed funds are always ‘on the go’ given they have a live share price, have high level of transparency (e.g. portfolio holdings) and can trade at discounts/premiums to their NTA (LIC/LITs) adds ‘energy’ to the role
• Wide exposure across Pinnacle distribution, Pinnacle Affiliate managers, Pinnacle marketing, listed entity (LIC) board of directors and external service providers (market makers, share registry etc) gives broad market experience
• Capital raising during IPOs and follow-on offerings (for closed end funds) as well as ongoing capital raising for open ended funds (ETFs) in addition to servicing the existing shareholder base of Pinnacle’s listed funds gives a combination of sales and client servicing to build trusted relationships with clients.