Description
About this role
Job Purpose/Background:
The Financial Institutions Group (FIG) establishes and maintains relationships with insurance clients globally, including life-, non-life-, health- and reinsurance companies as well as banks in selective countries (e.g. Germany).
FIG EMEA operates as part of a global FIG effort which is responsible for managing relationships with the Firm's insurance clients. The global FIG team straddles the Institutional Client Business and the Portfolio Management Group and is supported by strategists in BlackRock's Client Solutions Group, risk analytics experts in BlackRock's Solutions business, as well as wider businesses within BlackRock including Risk & Quantitative Analytics.
FIG EMEA offers European Insurance clients a narrow touch-point into our organisation such that clients can benefit from the scale of resource which BlackRock offers without compromising on the tailored and nimble experience which clients appreciate.
The Financial Institutions Group Germany (as part of FIG EMEA) is responsible for growing the business in Germany, Austria and Eastern Europe. This includes passive solution (excluding iShares-ETFs), active and alternative strategies as well as additional services and solution (e.g. BlackRock Solution, Aladdin/eFront, FMA insurance, transition management, etc.) for insurer and banks in these regions. It works in close partnership with Portfolio Management, Product Specialist and Insurance Solution teams, as well as Legal and Compliance and other teams to adapt processes to meet the legal and customer-specific requirements of the EMEA region, the individual countries and their clients.
Key responsibilities
Take overarching responsibility for relationship management and client service of current insurance and bank client relationships as well as acquisition of new business from existing insurance and bank clients or prospects.
Focus on proactively widening and deepening the relationship for enhanced revenue opportunities.
Purpose of Role - global view:
- Accountable for a portfolio of insurance and bank client accounts - be the "face" of BlackRock in regards of acquisition and presentation meetings with investors
- Listen to the client's issues and discuss those issues in the clients' terms, facilitating strong client engagement
- Bring to bear the full potential of BlackRock's capabilities to address and solve insurance and bank client specific issues
- Proactively find opportunities to enhance revenue
- A facilitator not a gatekeeper - encourage and foster dialogue with client for other teams within BlackRock
- Ultimate resolution point for outstanding client issues
- Work with FMA insurance to offer insurance companies advisory- and solutions-services as well as work with Global Consultant Relations to deepen relationship with field consultants
- Responsible for ensuring client records, activities, opportunities, at risk business etc. are kept up to date on the internal CRM system.
- Defence work (meetings, conference calls, mailings) for strategies where performance is (temporarily) suffering
- Focus on cross-selling with the other business, in particular Retail (where applicable).
- Working with the Head of the Financial Institutions Group Germany in defining the sales strategy in the market segment and the sales managers in Germany to drive the business forward - occasionally interaction with sales manages in other European countries
- Ideally take over the role as Head of Banks to further develop and implement the new bank segment within FIG Germany by setting a short, mid and long-term strategy and convert it into new business
- Client relationship management and business development role for German and Austrian insurance and bank prospects and existing insurance and bank clients (incl. key clients)
- Intensive cooperation and information sharing with other sales managers for institutional sales in Europe, as well as with other product lines such as BlackRock retail funds or iShares ETFs.
- Contribute to the discussion on the opening of new market regions and customer segments
- Advise prospects and existing BlackRock insurance and bank clients about BlackRock on its broad range of investment products/product base, ceasing any potential business opportunity, developing an own client network and servicing existing clients.
- Provide information to insurance and bank clients, such as: market views, performance of the mandate being managed by BLK, etc. and supporting the contracting entities in handling any client complaints in the most effective way.
- Co-ordinate sales and marketing activities across the business and with other teams in support of the country plan and strategy, in order to improve efficiency and productivity.
- Contribute to overall business development through collaboration with other German sales-teams.
- Coordination of communication process for the conclusion of a contract with Account Management Services, BlackRock Legal, BlackRock Compliance, BlackRock Portfolio-Management and the KVG (Kapitalverwaltungsgesellschaft)
- Develop extensive knowledge of the German and Austrian insurance market as well as the German bank market which includes prospect client base and their regulatory needs (e.g. Solvency II, Basel III, further local regulatory requirements, etc.)
- Typically over 8 years of relevant market experience
- Usually from an investment/consultancy/actuarial background
- Broad asset class and capital market knowledge especially in German insurance and bank sector
- Track record in sales/cross-selling/up-selling
- Deep understanding of the sales process, prospecting, objection handling, closing and long term relationship management.
- Proactively well informed on industry and competitive issues
- German native speaker, very good English language skills
- Master of Business administration, economics, Finance or an equal professional experience
- Ability to explain sophisticated financial strategies to all levels (from investment professionals to lay-people)
- Ability to represent BlackRock externally at client conferences/industry forums
- Excellent presentation skills in German and English language
- Strong consulting, negotiating and influencing skills
- An excellent teammate and manager
- Strong relationship capabilities
- Appropriately weighs risk versus opportunity to ensure the best outcomes
- Ambassador for Financial Institutions Group across wider firm
- Role model and mentor within FIG and in particular for other Directors
Our benefits
To help you stay energized, engaged and inspired, we offer a wide range of benefits including a strong retirement plan, tuition reimbursement, comprehensive healthcare, support for working parents and Flexible Time Off (FTO) so you can relax, recharge and be there for the people you care about.
About BlackRock
At BlackRock, we are all connected by one mission: to help more and more people experience financial well-being. Our clients, and the people they serve, are saving for retirement, paying for their children's educations, buying homes and starting businesses. Their investments also help to strengthen the global economy: support businesses small and large; finance infrastructure projects that connect and power cities; and facilitate innovations that drive progress.
This mission would not be possible without our smartest investment - the one we make in our employees. It's why we're dedicated to creating an environment where our colleagues feel welcomed, valued and supported with networks, benefits and development opportunities to help them thrive.
BlackRock is proud to be an Equal Opportunity and Affirmative Action Employer. We evaluate qualified applicants without regard to race, color, national origin, religion, sex, sexual orientation, gender identity, disability, protected veteran status, and other statuses protected by law.
BlackRock will consider for employment qualified applicants with arrest or conviction records in a manner consistent with the requirements of the law, including any applicable fair chance law.
