Institutional Client Director

M&G Investments Southern Africa; Wes-Kaap; On-site; ZAR 1,800,000 - 2,400,000; Full time

Job summary

M&G Investments Southern Africa seeks an Institutional Client Director to lead and manage relationships across the South African institutional client market, ensuring retention and growth of assets under management through trusted advisory engagement, collaborative solutioning, and executional excellence.

The role represents M&G’s investment capabilities credibly and ethically while supporting long-term business development, governance, onboarding, and cross-functional enablement across client

Qualifications

• Postgraduate degree in Finance, Investments, or Business (or equivalent).
• Professional certifications such as CFA or MBA preferred.
• Actuarial qualification (FIA/FASSA) advantageous.
• 5–10 years of institutional client-facing experience in asset management or investment consulting.

Responsibilities

• Lead and manage relationships across the SA institutional client market with advisory engagement and execution excellence.
• Identify opportunities for cross-selling, upselling, and innovation to grow AUM.
• Oversee onboarding, governance, performance reporting and client communications.
• Coordinate executive engagement, strategic reviews and risk management across portfolios.
• Collaborate with internal teams to deliver integrated solutions that meet client needs.

Skills

Relationship management

Strategic account management

Cross-functional collaboration

Client advisory skills

Education

Postgraduate degree in Finance, Investments, or Business

CFA

MBA

Actuarial qualification (FIA/FASSA) advantageous

Tools

CRM software

Job description

M&G Investments is looking for an Institutional Client Director to join the Institutional Business team. This person will lead and manage relationships across the South African Institutional client market, ensuring retention and growth of assets under management (AUM) by delivering trusted advisory engagement, collaborative solutioning, and executional excellence. This role represents M&G’s investment capabilities credibly and ethically, while supporting long-term business development.

Key Responsibilities

Client Relationship Management

• Serve as the primary point of contact for panel of clients, ensuring alignment between client needs and company capabilities.
• Develop and execute client account strategies that support client growth and retention.
• Identify opportunities for cross-selling, upselling, and innovation.
• Have a deep understanding of client needs aligning solutions to their strategic goals.
• Build and maintain long-term trust-based partnerships with panel of institutional clients, underpinned, value add, service excellence and thought leadership.
• Ensure structured engagement cadence: half yearly formal business update meetings clients.
• Monitor client health and proactively develop retention strategies.
• Managing client expectations and ensure delivery on commitments with precision and accountability
• Facilitate executive engagement and strategic reviews.
• Resolve escalations with professionalism and urgency. Identify and mitigate reputational, regulatory, or performance risks across client portfolios.

Business Development & Market Engagement

• Identify and pursue new client and consultant opportunities.
• Support strategic positioning of M&G offerings across consultant channels and investment platforms.
• Align new business development to local market trends and client needs.
• Leverage the Global Investment Specialist and M&G global network to support client mandates and solutions.
• Ensure robust pipeline / BAR management, business activity reporting, and delivery against sales targets.

Client Servicing, Governance & Onboarding

• Manage monthly, quarterly, and ad hoc performance reports, review packs, and stewardship materials.
• Drive negotiation of client agreements, pricing, and service levels in line with business objectives.
• Oversee end-to-end client onboarding process for new clients, ensuring full compliance and alignment.
• Coordinate and manage due diligence meetings, including agenda design and presenter engagement.
• Ensure accuracy and completeness of mandate documentation, SLAs, and fee agreements.

Marketing and Thought Leadership Contribution

• Represent M&G at roadshows and industry events / forums.
• Provide market intelligence that contributes to content creation and narrative development.

CRM Stewardship

• Ensure data integrity and disciplined usage of CRM and client engagement systems.
• Ensure key client profiles are developed and maintained and shared with key stakeholders to support client proposition and create depth in understanding of client.

Internal Collaboration and Enablement

• Collaborate across business functions to deliver integrated solutions to clients.
• Participate in internal projects and cross-functional working groups.
• Contribute to M&G’s culture of operational excellence and simplicity.
• Client Advocacy: Champions the voice of the client within the organisation. Ensure client feedback informs product development and service enhancements.

Qualifications, Skills & Experience

• Postgraduate degree in Finance, Investments, or Business. Preferential: Professional certifications such as CFA, MBA, or relevant Master’s - Finance or Economics - preferred. Actuarial qualification (e.g. FIA, FASSA) advantageous.
• 5 – 10 years of institutional client-facing experience in asset management or investment consulting.
• Demonstrable history in managing institutional client mandates, engaging with multi managers, investment consultants, and direct asset owners, and navigating the South African regulatory and fiduciary landscape.