Director, Business Development

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Job Description

About us

Owned by pension funds. Inspired by their members. Our purpose is to invest, protect and grow the long-term retirement savings of working people. We prioritise the interests of like-minded investors worldwide who aim to build a real and lasting impact by focusing on assets that combine excellent long-term risk/reward characteristics with broad economic, environmental and social benefits to the community. Operating globally from offices in Melbourne, Sydney, London, Berlin, Zurich, Amsterdam, New York, Hong Kong, Seoul and Tokyo, IFM manages investments across infrastructure, debt, listed equities and private equity assets. For more information, visit ifminvestors.com.

Business Overview

Clients & Strategy brings together the key areas of Marketing, Branding & Communications, Shareholder & External Relations and Sustainable Investment.

The Opportunity

You will be working with a manager who values and supports your personal growth, in a growing, dynamic and authentic organisation that promotes integrity and puts members first. Other benefits include a competitive salary, genuine flexible working arrangements, and generous leave entitlements.

We are committed to the recruitment, development and support of a diverse workforce into an environment which is inclusive, embraces diversity in all its forms and is a place where you can be you. All roles can flex at IFM Investors and we're happy to discuss what this can look like for you.

The Role

• Act as a champion of the IFM platform to UK and broader EMEA institutional prospects, investors and consultants, working seamlessly with the broader BD and Clients & Strategy EMEA team to secure successful fundraising outcomes in region
• Ensure the delivery of agreed individual and team sales targets, achieved through leading sales processes from origination to conversion
• Contribute to the development of the UK business development and marketing strategy, with a particular focused on newer client segments and markets. Execute as planned
• Support the UK distribution channel, but also build into new markets, and input into the build of strategy to support fundraising growth in the region. Look specifically at NZIF and build a clear distribution plan for the group.
• In consultation with the Head of Clients & Strategy EMEA, develop a clear and compelling strategy for new investor segments in the UK and other EMEA sub regions
• Particularly where IFM currently has no dedicated coverage. This will include market mappings and an analysis of the relevance of existing IFM products and services and viability of potential future IFM products and services for each such investor segment
• Participate in the nurturing of existing investor and consultant relationships through agreed relationships management engagement plans
• Motivate, coach and possibly manage junior members of the team (to be determined based on preferences and skill set of successful

Key Responsibilities:

Strategic Planning

• Act as a champion of the IFM platform to UK and broader EMEA client bases including institutional investors and consultants, working seamlessly with the EMEA and global Clients & Strategy teams
• Contribute to the execution of the business development strategy for the UK/EMEA and the meeting of key fundraising targets in this region, while expanding brand presence and recognition in market
• Expand the IFM direct contact strategy for the UK/EMEA (as supported by existing consultant relationships), especially in top-tier corporate, DC and insurance space.
• Achievement of IFM Investors Five Year Strategic Goals
• Teamwork behaviours
• Achievement of specific individual targets, team projects, etc.

Business Performance

• Ensure the delivery of agreed individual and team sales targets, achieved through leading sales processes from origination to conversion
• Identify, pursue, manage all relevant due diligence processes, cross-selling and new selling opportunities
• Able to articulate and position the breadth and depth of the IFM platform across all existing and future asset classes
• Exhibit a desire to develop an in-depth product knowledge of infrastructure equity and debt as key part of the role
• Head of Business Development, product specialists, associates / analysts, RFP / RFI team, investment team members) to secure successful outcomes
• Provide IFM with market feedback on relevant investor, product and competitor trends and industry issues
• Acquire sound knowledge and understanding of IFM products, strategies, investment processes and services, combined with investment market trends
• Evidence a strong understanding of UK portfolio allocation trends and the ability to position IFM strategies in individual and industry segment portfolios
• In-depth marketing and communication knowledge
• Demonstrate a solid understanding of relevant financial metrics and key performance drivers
• Coach and mentor junior members of team
• Consistently utilise a team approach and show respect across all levels
• Manage junior resources (to be determined based on preferences and skill set of successful candidate)

Policy & Process Management

• Comply with all policies and delegations applicable to the activities and decisions required in this role, including all relevant regulations
• Demonstrate a commitment to risk management
• Drive a program of continuous improvement to ensure that the team have the strategy, structure, skills and systems that will be required to support the scale, complexity and diversity of the firm into the future.

Your Background and Experience

• Ideally minimum of 15 years + post-graduate, relevant and related experience of Infrastructure, real assets, private debt, private markets funds and / or customised investor solutions
• Proven ability to fundraise
• Demonstrable market knowledge of and / or connectivity across UKDB and DC pension funds, insurance companies and consultants
• Track record of work collaboratively as part of a business development team
• Ability to plan and manage projects to meet objectives
• Tertiary qualified, ideally with a business or marketing focus
• Qualifications in commerce, economics, finance or related field preferable
• Experience working with institutional investors in the UK and other EMEA sub regions/countries
• Strong investment, financial and product / portfolio knowledge
• Knowledge of external investor databases and CRM systems
• Well-developed technical skills in infrastructure investment, product development, real assets, private credit and/or private markets
• Strong understanding of portfolio construction and the role of IFM strategies
• Ability to engage credibility with investments client and research teams at domestic consultants

Ready to invest in what matters?
With IFM, that includes your own career. Visit ifminvestors.com/careers to find out more.

IFM Investors is committed to promoting a diverse and inclusive culture where all employees are valued and recognised for their unique qualities, backgrounds, and perspectives. We champion all groups regardless of race, gender, religion, sexual orientation, age, disability, or family status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us if you require any specific support for the interview process at careers@ifminvestors.com