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Job Title :
Senior Manager, Business Development
Job ID :
Category :
Sales Group
Location :
HKG, HongKong HK
Job Type :
Full Time
Posted On :
Job Description :

Accountability Statement:
  • The Business Development Manager will be responsible for high net worth referrals to Manulife Private Wealth Canada that offers integrated offering of investment, insurance and banking.  The primary focus will be building relationships with selected agents of Manulife and driving client referrals.  This role will work with agents to identify suitable clients and assess their needs, then refer the clients to MPW Canada.  The Business Development Manager will manage relationships with agents and meet with their prospective clients to introduce MPW products and services.
  • The Business Development Manager will be responsible for developing relationships with the agents, centers of influence and other networks.  A portion of the time will be devoted to educating agents, developing awareness of MPW and showcasing our capabilities.  This role will identify participations and sponsorship opportunities. The incumbent will also collaborate with other sales teams within Manulife and support cross-selling efforts.

Key Accountabilities:
  • Proactively identify opportunities and activities to support the agents and to generate profitable business growth.
  • Work with agents to identify suitable client prospects and develop the sales message.
  • Provide professional presentations to prospective HNW clients and engage in effective dialogue to uncover their needs and preferences.  
  • Client needs assessment – gather both quantitative and qualitative information to ensure a comprehensive client proposal can be created.
  • Develop an annual business development plan integrating targets for agents.   
  • Assist in developing and implementing sales strategies designed to provide “best of class” marketing support and new sales ideas and concepts to agents.  
  • Act as Relationship Manager with selected agents and Intermediaries - including but not limited to proactive contact by providing consultation, joint field work, sales proposal design and sales assistance.
  • Coach and mentor the Office Manager.
  • Develop effective and professional working relationships with other Manulife field partners.
  • Maintain agreed upon levels of face to face contact with agents and record daily activities using the current contact management system. 
  • Conduct sales and marketing meetings and seminars with agents to train them on MPW’s offering and assist them in developing sales opportunities with their client base.
  • Effectively leverage MPW’s professional team including portfolio managers, bankers and planners.
  • Develop and maintain the highest level of professional relationships with agents and all other partners. 
  • Develop and share ongoing best practices, sales, marketing and business development ideas and strategies with peers. 
  • Represent and promote Manulife and MPW in the local community by developing strong business relationships with agents, centres of influence and affiliations of the affluent Client.

  • Start-up business, new introduction to agents. 
  • Develop and grow base of supporters.
  • Multiple levels of influence, internal and external.
  • Directly liaising with clients.
  • Developing strong relationships with all partners to grow MPW sales/market share.

Job Requirements:

Education & Experience
  • University Degree or equivalent industry education
  • Attained or working on relevant professional designations e.g. CFA, CFP, CPA
  • 5 to 10 years of related experience in Asia, ideally in the high net worth segment
  • Proven record in building a book of business

Presentation / Communication Skills
  • Consulting and active listening skills
  • Facilitation and presentation skills
  • Strong verbal and written communication skills in Mandarin, Cantonese and English
  • Self motivated and strong self management skills

Product Expertise
  • Knowledge and expertise in financial planning, investment management, banking and trust
  • Expert knowledge of MPW products 
  • Computer skills, good knowledge level of the MS Office suite of products
  • Strong knowledge of competitive positioning
  • Ability to develop, organize and deliver proposals and client needs assessment and analysis
  • In-depth knowledge of the sales process
  • Be familiar with the Hong Kong and China financial sectors and regulatory requirements, understanding of the Canadian financial industry desirable

Relationship Skills
  • The ability to persuade and negotiate
  • High level of inter-personal and relationship building skills
  • Experience with HNW clients – acquired professionally and through social networks / interaction
  • Ability to build and maintain business relationships with agents
  • Diplomacy and conflict management skills 

Other Skills
  • Knowledge of regulatory issues impacting sale of investment and insurance products 
  • Strategic thinker, business planning skills

About Manulife
Manulife Asset Management (MAM) is the asset management division of Manulife Financial Corporation. MAM’s diversified group of companies and affiliates provides comprehensive asset management solutions for institutional investors, investment funds and individuals in key markets around the work. This investment expertise extends across a full range of asset classes including equities, fixed income, derivatives, and alternative investments such as oil & gas, real estates, timber, farmland, as well as asset allocation strategies. MAM has investment offices across multiple continents – Asia, North America and Europe. MAM has more than 100 years of experience managing portfolios for The Manufacturers Life Insurance Company, John Hancock Life Insurance Company, and other major clients and is a leading global investment management group.
Sales Group
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