Job Title: APAC Head of Insurance Sales Location: Hong Kong or Tokyo Corporate Title: Managing Director
DWS Group (DWS) is one of the world's leading asset managers with EUR 745bn of assets under management (as of 30 June 2020). Building on more than 60 years of experience and a reputation for excellence in Germany and across Europe, DWS has come to be recognized by clients globally as a trusted source for integrated investment solutions, stability and innovation across a full spectrum of investment disciplines.
We offer individuals and institutions access to our strong investment capabilities across all major asset classes and solutions aligned to growth trends. Our diverse expertise in Active, Passive and Alternatives asset management - as well as our deep environmental, social and governance focus - complement each other when creating targeted solutions for our clients. Our expertise and on-the-ground-knowledge of our economists, research analysts and investment professionals are brought together in one consistent global CIO View, which guides our investment approach strategically.
DWS wants to innovate and shape the future of investing: with approximately 3,500 employees in offices all over the world, we are local while being one global team. We are investors - entrusted to build the best foundation for our clients' future.
The primary aim of the Client Coverage Division is to provide sustainable financial futures for all of our clients and to serve our institutional investors and distributors worldwide. Innovation is crucial, so we combine creativity and intelligence with technology to develop new ways of meeting the financial needs of our clients, and our global integrated platform provides holistic service through a single point of access.
Reporting into the Global Head of Insurance and Alternative Sales, the Head of Insurance Sales APAC within the APAC Client Coverage Division will be responsible for the coordination of our Insurance sales activities across the entire APAC region. This role is globally integrated in the Institutional client segment and will have regional coordination responsibilities along with managerial responsibilies for a team based in Hong Kong and Singapore.
The candidate shall lead the strategy and delivery in the promotion of DWS' activities to increase the asset base managed on behalf of APAC based Insurance companies.
The sales process across Insurance is complex and demanding - it is essential that the candidate understands how to sell in a highly competitive and complex environment as well as having a deep understanding of investment management and the structuring of investment solutions across a broad range of products specific to Insurance clients (Equity, Fixed income and Alternatives). They must also be able to network and influence in a sensitive but effective way throughout DWS.
The position is essential to continue the growth of the DWS presence amongst Insurance clients head-quartered across APAC, as well as develop strategies, ambitions and goals for the business growth in close collaboration with the global Insurance sales teams.
Develop and execute a business development and relationship management strategy amongst Insurance clients across the APAC region, with the requirement for necessary regional and global travel
Working closely with the global Insurance teams to work on a common goal to be a leader in the Insurance portfolio management business
Build and maintain a detailed knowledge of key business and strategic issues facing Insurance clients across APAC - with a key focus on Insurance markets across Japan, Korea, Taiwan, China and Hong Kong
Building strong internal relationships and being considered as the APAC subject matter expert for the Insurance market
Driving new business development and ongoing service of new and existing clients
Marketing of the full range of DWS' products and services to the assigned client base with the assistance of senior investment professionals where appropriate. Development and implementation of a plan to identify prospects and raise assets across all DWS' products
Management for the activity and strategy of the APAC Insurance sales team ensuring the structure and culture is in place to meet the demands of the Insurance market across the region
Ensure that all compliance and legal requirements are met and business is conducted in line with practice, taking appropriate action where necessary
Skills & Qualifications:
Minimum 10+ years' of experience with proven track record in sales or client servicing within Institutional clients with a specific focus on Insurance, with a developed network and access to decision makers on the client side.
Collegiate team player, experienced and comfortable in an international multi-matrixed operating environment.
A sound understanding of the dynamics of asset management in terms of meeting client demands.
A significant understanding of economics, capital markets and investment concepts
Professional focused on meeting with clients very regularly and representing the firm at key conferences, events and client meetings.
Proven experience of leading a team across APAC
Outstanding communication skills in English - both written and verbal
Self-confident, robust, decisive, trustworthy and with excellent judgement on client matters
Entrepreneurial and a self-starter, but able to operate in a team environment
Innovative thinker able to bring forward and promote new ideas and initiatives, among peers and investors
Able to demonstrate a passion for / deep interest in investment management.
Excellent time management between sales support functions, prospect/client activity and internal stakeholder engagement is a key success factor for this role.
Undergraduate or Master's Degree in a Finance related discipline from an accredited college or university (or equivalent) or an acceptable level of industry experience
Regulatory certificate in relevant jurisdiction
English is essential. Additional languages such as Mandarin or Japanese would be a bonus
Our values define the working environment we strive to create - diverse, supportive and welcoming of different views. We embrace a culture reflecting a variety of perspectives, insights and backgrounds to drive innovation. We build talented and diverse teams to drive business results and encourage our people to develop to their full potential. Talk to us about flexible work arrangements and other initiatives we offer. We promote good working relationships and encourage high standards of conduct and work performance. We welcome applications from talented people from all cultures, countries, races, genders, sexual orientations, disabilities, beliefs and generations and are committed to providing a working environment free from harassment, discrimination and retaliation.
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