Business Development Director - Charities

Job Title:  Business Development Director - Charities

Department: Distribution

Location: London

Contract Type:  Permanent

Reporting to: Gemma Gooch

The Role

Lead on business development for charity and endowments clients, on a direct basis, and also on an intermediated basis through a range of their investment consultants, which advise roughly a third of that charity segment.

Build and establish long-term relationships with prospective charitable clients and their advisers in order to develop and obtain new business for Rathbones Group, across all product suites, pooled and discretionary.

Play a key part in bringing best of Rathbones to the charity market, and expand the firm’s market share and footprint, especially amongst more institutional-like charities.

Outcomes of the Role

• Alongside Head of Charities Distribution, develop and deliver a business development plan to help the charity business achieve profitable growth, with an emphasis on larger strategic institutional charity clients and their intermediaries.
• Undertake market analysis to ensure business development plan is robust and commercially viable, and product suite is continually viable and fit for market, aligned with Rathbones long-term ambitions in Charities.
• Develop a proactive comprehensive new business pipeline, through a wide range of business development activity, with ambitious gross inflow targets.
• Build and maintain an enhanced Consultants programme, working across Rathbones colleagues, to ensure strong relationships are developed with external advisers/partners.
• Lead from start to finish on converting inbound opportunities from initial dialogue to notified wins.
• Proposals and pitching: working with the Head of Charities Distribution and Investment managers and aiding in the completion of new business tenders; this will include comprehensive briefing documents, the completion of tender documents and presentation materials as well as presenting to trustee boards.
• Attend and actively participate in charity events and seminars to help promote the charity business and build out our charity reach and profile.
• Lead the creation, management, allocation and monitoring of potential new charity business.
• Work with Sales Support to ensure the coordination of new business pipeline, reporting and associated activity.
• Maintaining CRM/MI systems – keep accurate records of pipeline in terms of won/lost business and identifying opportunities for improvement.
• Working closely with CCO area on the development of collateral and implementation of the refreshed Charities proposition.
• Build strong and effective relationships wither other client facing colleagues across Rathbones, including our regional offices – where appropriate ensuring these teams are also educated on the Charities proposition.

Knowledge, Skills and Experience

•  Has significant depth of relationships across the charity sector, especially with the Top 200 by AUM, in addition to relationships with some investment consultants.
• May have prior institutional sales and relationship management experience in a mainstream asset manager.
• Preferable to have ESG/Responsible Investing experience.
• Has a high degree of investment knowledge to be able to present to sophisticated clients and articulate the proposition to the market, including relevant qualifications e.g. CFA, IMA.
• Relevant market connections and knowledge, with full awareness of key developments shaping the Charities industry and strong product knowledge.
• Exceptional communication and presentation skills.
• Excellent presentational skills to internal and external audiences.
• Ability to distill complex information into client-friendly formats.
• Strong understanding of the regulatory environment governing charitable investments.