Director, Australian Institutional Sales

Institutional Salesperson

At Barings, we are as invested in our associates as we are in our clients. We recognize those who work diligently for us and reward them for personal and professional integrity, communication skills, distinct competencies and expertise in specific strategies, ability to collaborate as a team member and true dedication to the interests of our clients.

Barings is a leading global financial services firm dedicated to meeting the evolving investment and capital needs of our clients and customers. Through active asset management and direct origination, we provide innovative solutions and access to differentiated opportunities across public and private capital markets. A subsidiary of MassMutual, Barings maintains a strong global presence with business and investment professionals located across North America, Europe, and Asia Pacific.

Job Summary

The successful candidate will be responsible for developing and managing client relationships and raising institutional capital for Barings in Australia and New Zealand. The position will be based in Melbourne or Sydney.

The Institutional Salesperson will focus on multiple investor categories, including Australian industry superannuation funds, corporate and public funds, insurance companies, family offices and other institutional consultants, investors and intermediaries. The ideal candidate will bring established institutional relationships in Australia across a range of categories to grow the firm's business, and have a proven track record of successful sales and business development in Australia.

Primary Responsibilities

The successful candidate will be expected to perform the following functions:

• Business development and sales coverage of institutional consultants, investors, intermediaries and channels in Australia & New Zealand
• Relationship management and client service for existing clients and institutional investors
• Develop a thorough understanding of the firm's investment strategies public and private fixed income, real estate & specialist equity markets
• Planning, management and execution of roadshows with portfolio managers
• Effective follow-up on opportunities and coordination of due diligence with investment teams and supporting functional areas of the firm
• Collaborate effectively with internal and external clients to develop business relationships
• Develop deep understanding of investment management needs of clients and prospects
• Coordinate and assist in developing new investment management mandates for clients
• Contribute to the planning and implementation of strategic marketing plans to build the profile and brand of the firm and generate business opportunities

Qualifications

• Minimum of 5-8+ years of experience working in institutional sales and business development in the Australian funds management industry
• Proven track record in institutional sales and business development in Australia
• Strong network and relationships with Australian institutional investors (including industry superannuation funds), asset consultants and intermediary channels
• Familiarity with some or all of the following asset classes: fixed income and credit, high yield, private credit, real estate and equity. Familiarity with any / all of bank loans, high yield, structured credit, private credit/ direct lending is an advantage
• A strong interest and understanding of investment strategies and a client centric and solutions-based approach to investor coverage
• A positive, collegial attitude and a high level of professionalism
• Ability to work effectively in a team environment and on individual projects
• Excellent written and verbal communication skills
• Excellent time-management, project management and organization skills to prioritize effectively and manage information flow in order to meet deadlines
• Has initiative and is self-motivated, eager to learn, and interested in taking on new challenges to enhance coverage and build relationships with institutional clients

Requisite Skills

Additional Skills

Barings is an Equal Employment Opportunity employer; Minority/Female/Age/Sexual Orientation/Gender Identity/Individual with Disability/Protected Veteran. We welcome all persons to apply.