Business Development Manager - Germany

Company Profile

Founded in 1977, GMO is a global investment manager committed to delivering superior long-term investment performance and advice to our clients.

We offer investment strategies and solutions where we believe we are positioned to add the greatest value for our investors.

These include multi-asset class, equity, fixed income and alternative offerings.

We manage approximately $80bn for a client base that includes many of the world’s most sophisticated institutions, financial intermediaries, and private clients.

Industry-wide, we are well known for our focus on valuation-based investing, willingness to take bold positions when conditions warrant, and candid and academically rigorous thought leadership.

Jeremy Grantham, GMO’s Co-Founder and Long-Term Investment Strategist, is renowned as an expert in identifying speculative investment bubbles and also as a leading climate investor and advocate.

GMO is privately owned and employs over 430 people worldwide.

We are headquartered in Boston, with additional offices in Europe, Asia and Australia.

Our company-wide culture emphasizes commitment to clients, intellectual curiosity, and open debate.

We celebrate and respect our differences, while embracing and valuing what each of us brings to work, as we know that diverse teams in an inclusive, caring environment achieve higher engagement and better client results.

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.
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