WHO WE ARE:
Ortec Finance is a privately held, and employee owned, company that is headquartered in the Netherlands. It has offices in: Amsterdam, Rotterdam, London, Toronto, New York and Zurich. The company employs over 250 people with expertise in: econometrics, economics, investment management, actuarial sciences and information technology. Their mission is to enable clients to manage the complexity of investment decision making.
As independent specialists in measuring and managing the risk/return equation, Ortec Finance has been delivering practical solutions to its clients since 1985. In addition to consultancy services, Ortec Finance designs, builds, and applies solutions for: (dynamic) asset-liability management, asset allocation, ex-ante and ex-post risk management, performance measurement & attribution, and financial planning.
The company currently supports more than 350 clients worldwide, who manage combined assets in excess of $2 trillion (AUM). In the last years Ortec Finance has gained several additional institutional clients spread over Europe, North America and Asia Pacific. They include pension funds, sovereign wealth funds, insurers, banks, asset managers, financial planners and real estate managers. On a company level we have realised an annual revenue growth between 10% and 15% during the last 5 years.
In Asia, Ortec Finance has been successful in converting several insurers for their stochastic balance sheet and risk management solution GLASS. In addition, several insurers user their ESG. These recent successes and market developments are positive indicators that the market potential is there. This has led them to establishing a local presence in Singapore.
JOB PURPOSE:
As Senior Economic Consultant Scenarios and Asset Valuation you will report to the Global Head of Client Servicing Scenarios & Asset Valuation. You are responsible for engaging with customers and building lasting relationships. You have excellent social and communication skills that enable you to articulate complex matters with ease to clients and senior stakeholders. In this role, you will support sales in new business development plans targeted towards institutional asset managers in Asia for economic scenario sets and risk management solution for insurance companies. You can engage on a senior level with Insurance companies, Asset Managers, Pension Funds and Banks and are proficient in the topics relevant for each of these client segments.
You will be responsible for contributing to Ortec Finance’s strategic growth plans for Asia by supporting sales in developing a portfolio of new clients, cultivating referral sources and deepening of existing client relationships.
Working Hours: Mon - Fri 9:00am to 6:00pm + off-hours. You travel on a frequent basis (50-75% of working days)
JOB DESCRIPTION:
Business Development
- Responsible for solution engineering in all sales stages, from suspect to deal closure
- Maintain a consistently high level of outbound activity (e.g. prospecting, networking) to ensure an adequate pipeline of new and existing opportunities
- Identify and engage with new prospects and approach multiple levels within an organization – including C-Suite individuals and functional specialists.
- Lead presentations, client meetings, and requests for proposals, Proof-of-Concepts, etc., comfortable to discuss technical solution aspects in-depth.
- Contribute to contracting to ensure solutions are appropriately reflected and the scope is both well-defined and feasible.
Account Management
- Works to establish and maintain high client satisfaction, achieves a high client retention rate.
- Comfortable to maintain organizational buy-in on our solutions by discussing technical solution aspects in-depth at multiple levels within an organization – including C-Suite individuals and functional specialists.
- Proactively contact existing clients and centers of influence to develop trust-based relationships at multiple levels within their organizations and inform them (cross-sell) new developments in Ortec Finance’s products / solutions
- Work with internal teams in analyzing, pre-screening new opportunities and pitching for new opportunities
- Work with clients to further educate them about additional offerings and generate ideas for new solutions / offerings within existing accounts
- Maintain both high visibility and steady communication with clients and prospects in order to assess: ongoing needs, changes / developments in their business, and notable occurrences within the industry
- Lead large and complex client implementations in cooperation with internal teams
- Investigate, enter into and maintain partnerships in the region
Project Management
- Leads large, complex multi-solution projects with large numbers of project members as well as internal and external stakeholders. These projects could be sales projects (to win new clients), client implementations (to onboard new clients), requests for change (adjustments to service provision to existing clients), or internal projects (to improve our sales and client servicing capabilities).
- Ensures timely internal and external buy-in (sign-off) on the project plan as well as explicitly on the scope definition contained in the plan. Plays a key role in obtaining and maintaining stakeholder support and satisfaction. Builds relationships with relevant individuals, ranging from C-Suite to functional specialists.
- Ensures required resources are available in time and approved by the appropriate budget holders. Manages stakeholder expectations regarding delivery times and costing.
Other Responsibilities
- Network with clients, prospects and industry peers to gather market intelligence / research and identify trends and unmet needs in the marketplace
- Serve as an ambassador of the Company by actively participating and presenting at industry conferences, events and seminars in order to promote the business and its solutions
- Analyze industry conditions and developments in order to understand and maintain a competitive position in the marketplace
- As required, assist other colleagues with ad hoc initiatives / projects in sales, marketing, and administration
- Actively seeking cooperation and alignment with the relevant stakeholders within the company
- Willingness to travel on a frequent basis (50-75% of working days)
REQUIREMENTS:
Experience
- 8 to 10 years of prior experience working with sophisticated institutional investors / asset managers (e.g. pension plans, sovereign wealth funds, life insurance companies, etc.); of which a minimum of 4 to 6 years in a role that has a clear need / use case for ESG and / or ALM solutions
- Prior experience managing complex “solution-sales” with: long cycles (12 months and up), large dollar amounts, multiple stakeholders, and tailored client solutions
- Established contacts with sophisticated institutional investors / asset managers in Singapore, Thailand, Malaysia, Hong Kong, Taiwan and Korea is considered beneficial
- Consultative selling / solution selling experience
- Recent experience working in financial services industry – this would include having knowledge of the various sub-sectors, key industry players, different client markets, industry suppliers and the types of products / services / solutions offered in the market
- Track record of leading complex client implementation / onboarding projects that result in mutually beneficial / win-win outcomes and ongoing positive working relationships with clients
Technical Skills
- Capable of developing and delivering presentations that demonstrate a clear, comprehensive and logical progression of ideas and information
- Native English speaker
- Strong understanding of: investment trends, asset classes, portfolio management, capital markets, regulatory frameworks, economics and asset liability management
- Strong grasp of the types of decisions institutional investors face and the types of solutions that can be used to support their decision making requirements
EDUCATION REQUIREMENTS:
Education
- Undergraduate degree in a relevant discipline (e.g. Business / Commerce, Economics, Applied Mathematics etc.)
- CFA, CAIA, MBA, MMF, MFE or other relevant academic / professional designation considered beneficial
Ortec Finance believes in an inclusive work environment with diversity and equal opportunity. We invite candidates to apply regardless of gender; gender identity; gender reassignment; age; religious or similar philosophical belief; race; national origin; political opinion; sexual orientation; disability; marital or civil partnership status or other non-merit factor.
