VP/Switzerland Institutional Sales

• Lead the institutional business for AB in Switzerland
• Develop a strategic plan, working with the leadership and key senior stakeholders, to grow the institutional AUM and revenue for AB across the key client channels in Switzerland. This plan should include, but not be limited to:
  • Mapping the existing client and product landscape including an analysis of AB’s market share
  • Details of focus or priority clients and prospects by client channel
  • Details on opportunities to expand AB’s product relevance
  • Details on new vehicles, structures and products that would increase AB’s chances of growing revenue
  • An analysis of key competitor team structures and market share
  • Assessment of AB’s institutional brand and standing across both countries and key channels, identifying areas for enhancement
• Ensure that senior leadership across AB build an understanding of the Swiss institutional markets, the opportunity for AB and the strategic plan to achieve our goals
• Assess the talent landscape at competitor firms
• Have the market connectivity and gravitas to represent AB at the most senior levels of client relationships, facilitating the connectivity between senior AB leaders and clients

Essential Functions:

• Grow and manage a book of business in keeping with agreed AUM / Revenue / Meeting targets; taking overall responsibility for a dedicate base of clients and prospects
• Think strategically about existing clients and prospects. Identify priority / focus clients and prospects, mapping these organizations and setting clear product / services / relationship goals guided by the institutional team’s priorities (reviewing and updating these plans as needed)
• Integrate and use third party data (where available) into account planning and client / prospect meetings to enhance, focus and improve the overall quality of all engagements. Ensure that information on meetings and all engagements is up to date and accurate, clearly articulating opportunities
• Establish an environment of cooperation and teamwork and create a working relationship based on trust and the sharing of information, including the integration of asset class specialists directly into client and prospect organizations to increase the level and effectiveness of our sales activity.
• Thoughtfully engage portfolio management and senior members of the firm in client and prospect engagements
• Ensure close collaboration with the Consultant Relations team to maximize effectiveness across clients and prospects including working with field consultants where appropriate
• Partner closely with our Business Development and Cap Form teams across Multi-Asset Solutions, Fixed Income, Equities and Alternatives to help create and execute the strategy with clients and prospects.
• Ensure a high level of quality client and prospect engagements (travelling as necessary) making use of roadshows and campaigns to increase sales activity across a broad range of priority products.
• Proactively conduct prospecting meetings and expand the base of contacts within existing client organizations
• Gain deep understanding of AB’s product range, ensuring that existing clients and prospects are familiar with the spectrum of our capabilities
• Work in partnership with our RFP teams in prioritizing and shaping responses to proposals.
• Providing input on product design and marketing messages for priority investment strategies.
• Representing AB at industry conferences.

Qualifications and Key Competencies

Professional Profile:

• An experienced business leader with a proven track record of managing sales teams, delivering on or exceeding targets
• An experienced people manager, able to inspire and motivate sales talent
• An experienced sales / relationship management professional with knowledge across asset classes, including knowledge of and ability to position private alternatives
• A track record of success in institutional sales and client service as well as a passion for building and growth business
• Ability to balance a consultative approach and commitment to placing client-interests first while progressing opportunities and working to deadlines
• An ability to partner with and act as a lead coordinator across a larger team internally that includes Portfolio Managers, Consultant Relations Directors, Client Service, Business Development professionals, Investment Strategists, Marketing, RFP and other teams within the Client Group.
• Excellent communication and presentation skills with the ability to communicate complex investment related subjects across a wide variety of audiences.
• Emotional maturity and comfort as owner of client relationship while introducing / employing other firm resources directly in client / prospect engagement
• Experience using data and various information sources in the management of client relationships
• Advanced degree, securities licenses and other relevant certifications.
• CFA (or similar) designation a plus
• Minimum of 8 - 10 years’ experience in the investment management industry in a similar role
• Excellent English language skills, French or Italian a plus

Personal Profile:

• Excellent sales skills
• Strategic approach to engaging clients and prospects
• Highly organized and achievement oriented; hands-on mentality
• Strong team and interpersonal skills with intercultural thinking
• Technical proficiency and investment depth
• The ability to navigate complex institutions
• Ability to travel as need to ensure a high level of client and prospect engagement
• Excellent time management and interpersonal skills
• Must be a team player
• Highly motivated and dynamic personality
• Ability to interact with senior management and senior investment professionals
• Intellectually rigorous
• Adhere to AB Values of Invest in one another, Strive for distinctive knowledge, Speak with conviction, Act with integrity – always

Zurich, Switzerland