Job Ref No. 051

Job Title: Business Development Manager (BDM) Department: Business Development Job Holder: Reports to: Head of Business Development Managers No of Direct Reports: 0 Date created/changed: 08/2017 Version: V1.1 Job Level: 4

Organisation Chart:

Head of Business Development Managers

Senior Business Development Business Development Manager Manager

Job Purpose/Summary: To achieve individual and team sales targets set by the Firm and to ultimately ensure positive investor outcomes are achieved.

Main Accountabilities/Purpose This role is accountable for the relationship of a Regional panel of accounts via the telephone.

The individual is responsible for the analysis of the potential, and development and execution of the account strategy to meet agreed business goals.

The individual is responsible for negotiation with multiple IFA contacts to gain agreement to integrate business on the James Hay platform; to lead the implementation of effective processes between James Hay and IFAs; and to manage the business relationship to maximise volumes and profitability.

• To conduct all business dealings in a compliant manner: – Remain compliant within industry regulations – Ensure mandatory annual assessments are completed on time – Maintain up to date monthly records of gifts/entertainment given to IFAs • To positively contribute to the Sales team, sharing ideas and knowledge and encouraging communication and collaboration across all departments

The individual is to be responsible for completing all mandatory training and to do so within required timescales

Job Dimension/Scope: To work in collaboration with a Field-based Strategic Account Manager in delivering profitable business against a shared regional target within a franchise model approach.

In some instances, the Regional Sales team will work alongside the Sales Management Team to deliver a centralised message agreed at Boardroom level to Regional offices. The Sales team will be expected to reinforce these messages within their panel and provide regular feedback to the Sales Management Team. Regional accounts can include Directly Authorised Advisory Businesses, Self Directed Businesses, Network Members and Nationals.

This role requires enhanced vetting as per the Referencing and Staff Vetting Policy.

Job knowledge, skills, qualifications and experience required: Professional Qualifications – en-route to Diploma in Regulated Financial Planning (CII) or similar (IMC) • Min. 2 years Platform or IFA Sales experience • IFA/ Direct Salesperson within financial services • Self-motivated and organised • Sales (B2B and Retail) • Target driven approach to work • Understanding of the Platform Marketplace • Business & Commercial Acumen • Experience and understanding of platform trends and usage • Understanding of Advisory, Self Directed and Wealth Management businesses

Key working relationships and external/internal contacts: Internal You will work with various departments in an effort to secure clients and manage your accounts • CEO • Director of Distribution Development • Sales Support • Operations • Marketing

External • Regional Accounts at all levels • Prospective Accounts at all levels • Suppliers • Product Manufacturers • Fund Managers

James Hay Values: • Thinking Investor • Working as a Team • Doing the right Thing • Taking Responsibility

James Hay Behaviours: • Confident • Professional • Progressive • Engaging

Investor Outcomes pertinent to role: • Outcome 1 - James Hay is a safe and secure business to use for my retirement and wealth management needs • Outcome 2 - I am confident James Hay acts with integrity and ensures my interests as an investor are first at all times • Outcome 3 - I understand the information provided by James Hay and am empowered to make effective and informed decisions

• Outcome 4 - I can easily log-in 24/7 to use a stable and reliable platform • Outcome 5 - I have access to functionality and tools which are easy to understand and use, and processing capability that enable me to the action I want to take, when I want to take it • Outcome 6 - I believe James Hay’s charges are clear, transparent and applied fairly to my account • Outcome 7 - I can easily see if my James Hay portfolio is on track to support my overall retirement and investment goals • Outcome 8 - I can easily transfer from / to another platform provider and close my account • Outcome 9 - I am in control and understand my options and the risks when taking my retirement funds as retirement income or ad-hoc withdrawals • Outcome 10 - If James Hay causes something to go wrong, I know they will fix it on a timely basis and look after me • Outcome 11 - If I make a complaint it is dealt with effectively, fairly and resolved promptly

Person Specification: • A self starter who demonstrates enthusiasm and commercial acumen with a “can do” attitude • Exceptional telephone, people and relationship management skills • Consultative selling skills with a strong track record of achievement of goals and sales targets • Investor focused attitude with a willingness to own all aspects of the relationship between James Hay and the investor • Ability to think strategically and creatively using multiple sources of information to craft effective business solutions • Articulate and well presented • High levels of organisation and be able to demonstrate productivity on the telephone • Ability to communicate/ negotiate at all levels • Strong influencing skills to enable effective collaboration within and between James Hay and investor organisations • Collegiate and leadership skills