Associate Director - Retail Sales & Institutional Relationship Management

MFS Investment Management
Sydney, Australia
Apr 29, 2021
May 29, 2021
Job Function
Industry Sector
Finance - General
Employment Type
Full Time
Whether you're an investment professional, an expert in sales or a technology specialist, you'll find a culture at MFS that supports you in doing what you do best. Our employees work together to reach better outcomes, always favoring the strongest idea over the strongest individual. We put people first and show care and compassion for our community and each other. Because what we do matters - to us as valued professionals and to the millions of people and institutions who rely on us to help them build more secure and prosperous futures.

Job Description
The Associate Director takes direction and guidance from the Managing Director Retail Business and the Senior Managing Director, Australia, focusing on supporting the retail business, both from a Relationship Management and a Sales perspective. This role will take responsibility for the effective distribution activity to existing and new retail clients. There will also be on occasion and depending on the demands, a requirement to support some of the institutional client relationships.
  • Supported and guided by the MD Retail & Platforms implements sales strategies, which align with MFS company strategy. Develops this by working with manager and the organization to create an opportunity assessment.
  • Acts as one of the primary relationship contacts for the core prospecting and sales activity to both new and existing clients. Reaches out to platform investors, private banks, research houses and retail consultants in Australia. Maintains, expands, and communicates knowledge of all client's needs, concerns and overall satisfaction with MFS, through frequent contact (direct, written, and oral) and portfolio review meetings. Provides same services to research houses and retail consultants, as necessary. Involve other staff as needed.
  • Monitors industry trends, advice on company product development and implements the long-term strategy for marketing MFS' investment management to institutions to achieve sales goals based on direction from MD Retail & Platforms and Senior MD
  • Educates clients on multi-service capabilities of MFS; keeps clients informed of products and enhancements within MFS, relevant industry information and developments in financial markets
  • Anticipates risks to the relationships, takes steps to protect them, and keeps manager apprised.
  • Works in partnership with all areas of the MFS teams (Client Service, Investment, Legal, Accounting, Compliance, Sales, Marketing, Portfolio Management, MFSI Management) to ensure that client needs are being met
  • Works with transition team to smoothly establish new relationships.
  • Oversees all aspects of preparation for client reviews and prospect meetings.
  • Works with the product team on launching new capabilities for the local market and works closely with the marketing team on marketing strategies and implementation thereof for the platform market
  • Works with MD Retail & Platforms and Senior MD to develop and understand needs of both the sub advisor and their underlying clients and deploy firm resources to meet need for product information and marketing support.
  • Prepares and coordinates quarterly or semi-annual portfolio updates and reviews along with Institutional Portfolio Managers. Arranges and host consultant and client due diligence visits both on and offsite
  • Ensures all data on clients details (contacts, meetings, history, client plans and key initiatives) in the region are recoded and correct; makes full use of the CRM system and stores documentation so it is accessible to all.
  • Supports initiatives associated with client conferences and firm sponsored events. Represents MFS at appropriate industry and regulatory events in the region
  • Ensures compliance of the team with internal MFS regulations as well as external regulatory including the meeting and achieving the minimum standards expected in terms for activity levels, compliance, and sales metrics and operates at the highest level.
  • Take responsibility for continually keeping themselves up to date in terms of the local regulatory framework and changes and country specific items that impact the region. Seeks support as needed from Sales leadership.

  • Bachelor's degree. Post-graduate education in a related area and/or CFA will be an advantage.
  • Minimum five years' investment-related or asset management or financial experience with at least four years' experience in direct platform client relationship capacity.
  • Demonstrated passion for developing and nurturing client relationships.
  • Knowledge of domestic and foreign financial markets and products required.
  • Excellent written and oral communication skills as well as presentation skills.
  • Ability to set priorities, manage multiple agendas and meet deadlines.
  • Ability to work in a team environment and work independently and be a self-starter.
  • Ability to work independently with a high degree of integrity. Experience of working across global matrix teams in a collaborative manner to achieve results.
  • Sound understanding of asset management industry; investment processes; regulatory environment.
  • Self-motivated, driven and results orientated individual. Demonstrated consultative sales skills, opening the call, probing, offering solutions and closing the call. Ability to build ongoing relationships with clients.
  • Experience of working with data and CRM systems.

If any applicant is unable to complete an application or respond to a job opening because of a disability, please contact MFS at 617-954-5000 or email for assistance.

MFS is an Affirmative Action and Equal Opportunity Employer and it is our policy to not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, genetic information, disability, veteran status, or any other status protected by federal, state or local laws. Employees and applicants of MFS will not be subject to harassment on the basis of their status. Additionally, retaliation, including intimidation, threats, or coercion, because an employee or applicant has objected to discrimination, engaged or may engage in filing a complaint, assisted in a review, investigation, or hearing or have otherwise sought to obtain their legal rights under any Federal, State, or local EEO law is prohibited. " Click here to view the 'EEO is the Law' poster and supplement ."