Vice President, Fiduciary Management Sales and Relationship Manager

London, United Kingdom
24 Apr 2021
08 May 2021
Job Function
Industry Sector
Finance - General
Employment Type
Full Time

About this role

Business Unit Overview:

BlackRock's institutional business serves corporate and public sector pension funds, charities and endowments, insurers and other financial institutions, sovereign wealth funds as well as governments and official institutions.

Our institutional clients have very specific needs that require genuine partnership. We aim to be that investment partner by listening to our clients, understanding them and by applying our investment expertise across asset classes and markets to solve their needs.

In practice, our commitment to fostering long-term relationships means we can gain a deep understanding of our clients' long-term objectives. Having a culture where we share knowledge across asset classes and regions allows us to create investment solutions that better meet client specific challenges. The third pillar underpinning our offering is our risk management culture and systems: we seek to ensure that every investment position is deliberate, diversified and appropriately scaled.

Job Purpose/Background:

The successful candidate will be responsible for a portfolio of Outsourced Chief Investment Officer (OCIO, or fiduciary) client relationships as well as supporting senior members on our largest relationships. They will be involved in the full life cycle of OCIO client relationships, from pre-sale prospecting through the sales process including responsibility for drafting, editing and reviewing RFP responses. They will be then be involved with the onboarding process and be responsible for the ongoing relationship with new and existing clients. The candidate will also be involved in BlackRock's engagement with the UK pensions industry, covering marketing and interaction with third party evaluators and professional trustees.

The role requires a strong understanding of the UK defined benefit pensions landscape and investment strategy for these schemes. The successful candidate will have a track record of starting, managing and developing client relationships, ideally in a fiduciary context. A network of professional trustees and third party evaluators would be desirable but not essential.

The candidate will be able to demonstrate knowledge of key risks and opportunities for the industry and an aptitude for the sales process for this client segment.

Key Responsibilities:

The role is expected to be split broadly equally into three key areas: relationship management, sales and industry engagement.

Client relationship management

Lead (or support for very large/complex schemes) client relationship manager for OCIO clients, responsible for:
  • Primary client contact for ongoing relationships with existing clients.
  • Attendance at client meetings, providing funding and portfolio updates, as well as investment training as required (e.g. on ESG, LDI, Alternatives). Generally in these meetings you will be accompanied by a member of the investment team which is responsible for clients' investment strategies.
  • Creation of client materials for meetings and portfolio updates, in conjunction with the investment team.
  • Updating of CRM system pipeline and meeting activities for existing and new clients and prospects

Sales process and pitching

Ownership of full sales process from opportunity identification through the RFP and tendering process and on to pitching and successful completion. It will involve:
  • Working with senior and junior sales colleagues to research prospective clients - their current arrangements, key stakeholders and objectives;
  • Direct involvement in the RFP process alongside the RFP team, investment team and senior and junior sales colleagues - will involve drafting, editing and/or review of the responses;
  • Creation/coordination of presentation materials;
  • Participation in pitch rehearsals to hone messaging;
  • Attendance at pitch meetings, typically as lead client contact and owner or support of largest relationships;
  • Assistance in converting key sales messages into creative marketing collateral;
  • Feedback of success stories and learning points for future meetings.

Wider industry engagement

Working with Marketing, Corporate Comms, investment, institutional and consultant relations colleagues to promote our brand within the industry, such that BlackRock is known as a market-leading OCIO provider. The role will require the candidate to engage with external parties including:
  • Third party evaluators;
  • Professional trustees;
  • Prospective clients through attendance at conferences and industry events;
  • Networking within the industry to promote our OCIO proposition.

Key Requirements:

The candidate is expected to have the following:
  • 5 years' industry experience
  • Full or partial CFA/FIA qualification preferred
  • Ability to explain complex concepts clearly and concisely
  • Track record of proactive and high-quality client service and relationship management, and ideally pitch experience
  • Strong network within industry, covering professional trustees and third party evaluators in particular
  • Excellent Microsoft Office skills, in particular PowerPoint
  • Good presentation delivery skills

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.

For additional information on BlackRock, please visit | | Instagram: @blackrock | Twitter: @blackrock | LinkedIn:

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.

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