Job Details:
Position Overview: The Equities / Advisory & Investment Management (AIM) Market Development Lead (MDL), Africa is regionally responsible for defining & driving the business growth & retention priorities in the Sub Saharan Africa region for the defined workflow/asset class. They are responsible for identifying key regional growth opportunities within client segments &/or client user types. They are responsible for the day to day oversight of the business performance as well as tracking and implementation of the execution for the strategy to defend and grow the business within Go-To-Market (GTM). The MDL is the regional “go to” client segment & user proposition expert within GTM. They are the conduit for the regional “voice of the customer” back to Design and Manage (D&M), to ensure focus on deliverables towards regional growth priorities. They will drive field marketing activities, actively defining the value proposition in support of growth & retention priorities – both externally as well as internally.Essential Responsibilities (Specific day-to-day responsibilities and milestones needed to achieve the objectives):•Set the Regional Growth & Retention priorities for the Equities business in consultation with the Sub-Regional Business Leads and Sales Specialist Managers. This should include detailed analysis of business performance, content acquisition & improvements, market sizing and opportunity prioritisation.•Identify new business opportunities to grow the Equities business in specific market segments based on detailed sizing. Identify the key regions, associated value proposition and execution plan to ensure the opportunities facilitate growth. •Responsible for ultimate growth and retention execution, programmatically driving prioritised business plans and campaigns to achieve targets. Collaborate with Regional Sales & Client Specialist Management to align objectives and targets for Equities in the region, with the associated strategies and plans to achieve them. Provide input into resource level determination in support of retention & growth focus.•Maintain a regular operating rhythm with the regional sales & support teams to systematically drive the regional agenda for the Equities business and mobilise client facing teams to deliver business objectives and revenue targets programmatically.•Validate Regional strategy & value propositions with customers and document feedback to defining growth & retention potential prior to launching new propositions. Collate and prioritise detailed client requirements for D&M based on constant client interaction. •Work with Regional Sales & Account Management on strategic deals and renewals to grow the business or retain customers, maximising client value & footprint, including advising/ approving commercial terms•Forward manage all key renewals based on contract, usage and active risk management ensuring ‘total’ business management of existing strategic customers.•Initiate and manage industry association and strategic relationships in the region to achieve business goals, represent the business and act as the senior representative for the relevant client segment & business priorities in the region. •Own/ Develop the relevant Portfolio of key customer contacts, including key Heads of desks, key influencers & C level executives at key banks, financial institutions & corporates...
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