Structured Solutions Sales Specialist

Absa's Corporate and Investment Bank (CIB) is looking for a seasoned sales professional to join their Index and Structured Solutions Distribution team. This is a client-facing role based in Sandton, aimed at driving growth and expanding market share within various distribution channels. The ideal candidate will be instrumental in originating and converting sales opportunities, fostering deeper relationships with intermediaries, and identifying new avenues for distributing structured notes, fund-linked solutions, and other sophisticated investment products.

About the Role

This senior sales specialist position is all about building and nurturing relationships across a diverse range of markets. You'll be the primary point of contact for independent financial advisers (IFAs), brokers, wealth management firms, and retail distribution networks. The core of the job involves understanding the unique needs of these clients and translating them into viable, approved investment solutions. This requires a deep understanding of the investment product lifecycle, from initial concept to execution and expiry.

A significant aspect of this role is managing these relationships end-to-end. You will be responsible for coordinating with various internal teams, including structuring, product development, legal, risk, and operations, to ensure that client needs are met efficiently and effectively. The goal is to not only grow revenue from existing clients but also to actively seek out new business by opening up new channels and expanding Absa's reach within the intermediary landscape.

The responsibilities of the Structured Solutions Sales Specialist are varied and demanding, focusing on both strategic planning and hands-on execution:

• **Relationship Management:**
• Develop and implement a comprehensive coverage plan targeting IFAs, brokers, wealth managers, LISPs/platforms, and retail distributors, prioritising those with the greatest commercial potential.
• Engage proactively with clients, platforms, regulators, and intermediaries to ensure smooth transaction processing, reporting, and compliance with all requirements.
• Cultivate strong, trusting relationships and take full ownership of the client experience.
• Collaborate closely with internal teams to ensure a cohesive approach to product maintenance and client service.

• **Sales Origination and Conversion:**
• Identify, qualify, and convert opportunities across a spectrum of investment products, including structured notes, fund-linked solutions, off-the-shelf products, and bespoke offerings.
• Manage the entire sales cycle from initial client engagement through to implementation and the eventual expiry of the solution.
• Drive revenue growth within existing client portfolios through strategic account planning, regular engagement, cross-selling initiatives, and identifying unmet client needs.

• **Pipeline Management and Reporting:**
• Maintain a detailed and accurate sales pipeline, tracking the stage, value, probability, next actions, dependencies, and target closing dates for all opportunities.
• Provide reliable forecasts and management reports to stakeholders.

• **Commercial Negotiation:**
• Negotiate commercial terms within approved mandates, working closely with pricing, structuring, and execution teams to optimise conversion rates while safeguarding client interests and business profitability.

• **Market Development:**
• Establish and build trusted senior-level relationships with IFAs, broker networks, discretionary fund managers, wealth managers, platforms, and other retail intermediaries.
• Serve as the primary point of contact for allocated relationships, providing expert service, product education, market insights, and prompt query resolution.
• Expand Absa's market presence by identifying and targeting new firms, adviser groups, platforms, and geographic regions, each with a dedicated engagement strategy.
• Enhance awareness of Absa's Index and Structured Solutions capabilities through presentations, roadshows, webinars, training sessions, and participation in industry forums.

• **Solution and Product Enablement:**
• Collaborate with structuring and product development teams to transform intermediary and client requirements into commercially viable solutions, adhering to approved product, governance, and suitability frameworks.
• Support the development and effective distribution of structured notes, fund-linked solutions, listed products, and other approved investment instruments within the target market.
• Contribute market intelligence to shape product strategies, sales collateral, adviser tools, launch plans, and marketing campaigns.
• Lead the sales activation of new products, ensuring defined target segments, value propositions, client lists, training, and conversion plans are established prior to launch.

What They're Looking For

Successful candidates will possess a robust understanding of investment banking products, both listed and unlisted, with particular emphasis on Collective Investment Schemes. Strong analytical capabilities are essential, as is a comprehensive grasp of the entire investment product lifecycle. Proven experience in distributing structured products within the Corporate and Investment Banking (CIB) sector is a key requirement.

Furthermore, the role demands the ability to manage and maintain a portfolio of listed and over-the-counter (OTC) investment products. Crucially, the individual must excel at building and maintaining relationships across a wide array of investor types. This includes institutional investors, fund managers (Mancos), Collective Investment Schemes, hedge fund managers, IFAs, and various retail intermediaries. The ability to navigate complex client needs and internal processes will be vital for success in this dynamic sales environment.

In South Africa, roles involving structured product sales and distribution typically require a strong financial services background, often with qualifications like a CFA or relevant postgraduate degrees. Experience in navigating the local regulatory landscape and understanding the nuances of the South African investment market is highly advantageous. Typical employers include major banks, asset managers, and specialist financial advisory firms. Career progression can lead to senior sales management, business development roles, or leadership within product development teams.

 

Education and Experience Required

• Tertiary qualification: BCom in Finance, Investments or Investment Management.
• Minimum 10 years' investment industry experience, including dealing with investors and systems; investment banking product experience essential.
• Minimum 10 years with a top-tier financial services firm.

 

Knowledge & Skills:

• Strong understanding of financial markets, structured investments, portfolio solutions and the economics and lifecycle of investment products.
• Deep understanding of the IFA and broker value chain, including adviser decision-making, client needs, platform/shelf dynamics and service expectations.
• Consultative selling, senior relationship management, negotiation and closing skills.
• Ability to explain technical investment concepts simply, without overstating benefits or understating risks.
• Commercial judgement, prioritisation, numeracy and disciplined pipeline management.
• Strong written, verbal, presentation and stakeholder-influencing skills.
• Working knowledge of CRM, pipeline, reporting and product systems.
• Knowledge of competitor products.
• Ability to perform in a pressurized sales environment.

 

Competencies:

• Client and intermediary centricity 
• Commercial drive and accountable execution 
• Entrepreneurial opportunity identification 
• Relationship building and influencing 
• Collaboration across complex delivery teams 
• Sound judgement, integrity and conduct orientation 
• Resilience and effectiveness in a target-driven environment 
• Planning, prioritisation and attention to detail 

 

Indicative Measures of Success 

• Revenue and sales against agreed targets for the allocated market and product set.
• Value, quality and conversion rate of the qualified pipeline.
• Number and revenue contribution of new active intermediary and distributor relationships.
• Growth in share of wallet, repeat business and product penetration across existing relationships.
• Broader channel coverage and less reliance on a few incumbent relationships.
• Successful launch and market adoption of newly approved products.
• Service quality, responsiveness and timely issue resolution.
• Accurate forecasting, complete records and adherence to governance, conduct and control requirements.

 

Education

Bachelor's Degree: Finance, Bachelor's Degree: Mathematics, Bachelor's Degree: Physical, Mathematical, Computer and Life Sciences, Master's Degree: CFA