Capital Group

Role Summary

Capital Group is a privately owned, independent investment manager that is one of the world’s largest active managers with $2.5tn in AUM (at end Dec 2023). Our company’s mission is to improve people’s lives through successful investing and our business is set up to deliver on this consistently and over the long-term. The four core beliefs that are central to our investing success are our distinctive way of managing money, deep fundamental research, taking a true long-term view, and the power of partnerships.

We are looking a highly motivated and dynamic business development and management specialist to join our Hong Kong-based Client Group focusing on strategic initiatives and key account management. The HK & Greater China client group plays a significant role in Capital Group’s plan to grow our global business. This role will report into the Hong Kong Head of Financial Intermediary. They will also work directly with the Greater China Client Group Head on strategic initiatives to commercialize Capital Group’s different offerings (investment platforms, partnership solutions such as retirement, etc.) to existing and prospective clients. They will partner with the Financial Intermediaries (FIT) and Institutional (IB) team as well as other Capital teams in the Europe and Asia region. The Greater China Client Group Head plays an important role ensuring that the organization provides what you need to be successful at Capital Group and have a fulfilling, rewarding career over the long-term.

This role primarily focuses on strategic business development initiatives to commercialist Capital Group’s different offerings, such as, partnership solutions, new investment/client propositions (e.g. sustainable strategies, active ETFs, new geography, retirement, etc.), with new and prospective clients. You will also have assigned client ownership and partner with the Financial Intermediary team in collaborative manner to plan and deliver sales and client goals primarily focus on global financial institutions. You will be supported by Business Development Associates (BDAs) and there is a highly experienced client servicing team and country marketing team that will partner with you. This role will have combined challenge in strategy development, supervise execution of strategic programs/activities and client ownership and will be well supported internally. This role provides an ideal platform for those that has a growth mindset, learning agility and with broad interest in asset management, truly enjoys involving in new/change initiatives and winning new business, and engaging clients and delivering growth beyond pure product selling. You will also work with the business teams to advance sales management efficiency and deliver business outcome through maximising new sales and retention.

Collaboration is a key part of Capital Group’s success and its culture. There will be close working relationships with the Singapore-based and key European sales teams; highly collaborative and non-territorial sales teams across the US, Europe, and Asia work together to support global clients. Majority of your clients will require a joined-up account management approach with Singapore and Hong Kong based FIT colleagues.

The role is based in our Hong Kong office, which was established in 1983, and includes many supporting functions, including Marketing, Investment Directors, Investment Products & Services, Investment Professionals, etc.)

Primary Responsibilities

The role primarily focuses on strategic business development initiatives, such as partnership solutions, new investment/client propositions (e.g. sustainable strategies, active ETFs, retirement solutions, etc.), with global and regional financial institutions.:

• Formulate and execute strategic business development programs through market research, strategy formulation and drive activity/program implementation in partnership with internal and external stakeholders.
• Identify client-centric and channel agnostic partnership opportunities to commercialize Capital Group’s different offerings, and to explore and/or deepen relationship and grow assets with scale clients beyond product selling and a conventional segment-led engagement.
• Plan, execute and drive synergy and efficiency in programs and activities across the business development organization.

They will also work closely and collaboratively with the Financial Intermediary (FIT) sales team to execute client coverage: 

• The individual may have shared and individual FIT account ownership.
• Introduce Capital Group, generate new prospecting meetings, and build meaningful new client relationships across the Greater China region including generating new business from existing clients. Build multi-faceted and multi-level client relationships.
• Accurately and effectively articulate Capital Group’s investment services, investment philosophy with clients. Develop a broad understanding of both the research and portfolio management process.
• Create and execute effective business development strategy, account plans and client activities to achieve sales outcomes.
• Prepare best-in-class content through collaboration with relevant internal teams, such as RFI, marketing, investment services, L&C, etc.
• Work with and through client servicing team that will be responsible for on-boarding clients and ongoing portfolio reviews.
• Accurately articulate clients’ needs/concerns/issues to the supporting teams based in Hong Kong, Singapore, Europe, or the US (e.g. investment specialists, results team, marketing, fees, L&C), so that they can help with generating appropriate information and analysis to facilitate prospecting activities.
• Effectively work with Business Development Associates, Client Relations Associates, and Marketing Managers in a client-centric, team environment, to leverage global efforts and share best practice.

Ideal Experience

• 10 – 15 years of experience in an investment management or wealth management organization in roles that involve strategy, business management an/or business development. Proven track record in cultivating and maintaining strategic relationship with a long-term mindset.
• Knowledge of Hong Kong & Greater China markets and experience working with global financial institutions, such as banks and insurance companies.
• Affinity with capital markets, investments, and macroeconomics. Strong technical skills and the ability to discuss financial topics with clients.
• Strategic thinker with analytical mindset, strong business acumen and interest in future trends and new asset classes/solutions.
• Self-motivated, setting ambitious goals for themselves, and a drive to make progress. Intrinsically motivated by developing long-term partnership, uncovering opportunities, and winning new business.
• Experienced in creating and communicating persuasive, client-centric, and well-structured messages in written and presentation format.
• BA/BS required; MBA and or CFA designation a plus.
• History of operating effectively within a team-oriented investment or wealth management organization. Collaborative approach and willing to listen to others to take their input to improve the overall output.

Critical Competencies for Success

• Strategic planning: Demonstrate learning agility and challenger mindset, enthusiastic about new ideas and ability to articulate and persuade intellectually.
• Business Development and Relationship Management: Successful track record of developing and nurturing significant client relationships that lead to long-term, measured asset growth. Have a consultative approach focusing on client needs and solutions.
• Communications: Strong business writing, communication and presentation skills for external and internal purposes (presentation in both English and Cantonese is a must). Strength at articulating business and product strategy in a client-centric and structured manner. An interpersonal style that engenders trust and credibility.
• Project management: track record in executing complex programs in a team environment, etc. Focus on quality delivery and collaborative growth.
• Collaboration and Team Orientation: Ability to interact and collaborate effectively with other sales and client service professionals across Institutional and Financial Intermediary business. Instincts around partnering with colleagues to build broader relationships with clients and prospects.

Other Personal Characteristics

• Growth mindset, with learning agility and adaptive to change.
• Strong intellectual capacity and interest in investments. Passion for the markets and a demonstrated ability to describe key characteristics of the marco-environment, investment thesis, product strategy, product characteristics, etc.
• Entrepreneurial, energetic and enthusiastic. Genuinely excited about doing an extraordinary job. Achievement-and goal-oriented.
• Not afraid to roll up your sleeves and put in extra effort.
• High-impact, creative, and resourceful individual who can influence and enhance the drive progressive changes in the business and business development function.
• Willing to learn from others, self-directed and motivated, with a strong team orientation. Patience to work in a collaborative manner in a private firm like Capital Group.

In addition to a highly competitive base salary, per plan guidelines, restrictions and vesting requirements, you also will be eligible for an individual annual performance bonus, plus Capital’s annual profitability bonus plus a retirement plan where Capital contributes 15% of your eligible earnings.

You can learn more about our compensation and benefits here.

• Temporary positions in Canada and the United States are excluded from the above mentioned compensation and benefit plans.

We are an equal opportunity employer, which means we comply with all federal, state and local laws that prohibit discrimination when making all decisions about employment. As equal opportunity employers, our policies prohibit unlawful discrimination on the basis of race, religion, color, national origin, ancestry, sex (including gender and gender identity), pregnancy, childbirth and related medical conditions, age, physical or mental disability, medical condition, genetic information, marital status, sexual orientation, citizenship status, AIDS/HIV status, political activities or affiliations, military or veteran status, status as a victim of domestic violence, assault or stalking or any other characteristic protected by federal, state or local law.