Director, EMEA Alternatives Specialists Sales, Italy

About this role

Business Unit Overview
 

The Alternatives Specialists Team (AST) works across BlackRock’s Global Client Business to grow BlackRock’s alternatives platform by creating and finding solutions for clients’ investment needs.  Members of the AST have deep knowledge of alternatives capabilities which help drive specialist to specialist conversations.  While the focus of this role is private markets, the AST team also cover liquid alternatives.

The AST within our EMEA Wealth distribution group and focuses on developing BlackRock’s alternatives franchise and delivering for clients in the wealth channel in EMEA.  Clients include Banks, Wealth Managers, Asset Managers, Advisors, Platforms and Digital, across the full geographic breadth of the EMEA region.  In addition, the AST maintain strategic relationships with key alternatives clients across EMEA.

BlackRock’s alternatives platform represents over $330bn across a broad and deep range of investment capabilities, including $175bn in private markets.  Our team of over 900+ dedicated professionals across BlackRock’s global teams, in 50+ offices across 30+ countries, focus on delivering consistent returns over the long term.  In EMEA, BlackRock leads the European Long Term Investment Fund (ELTIF) market.

Key responsibilities

Reporting to the Head of Alternative Specialists Team EMEA, this position will cover the Italian region and be based either in Milan.  It will focus on delivering the full breadth of BlackRock’s alternatives capabilities to wealth clients across Italy, working closely with global partner groups (including investment teams, local sales, marketing etc.).  In addition, the individual will be responsible for developing and driving the regional alternatives distribution strategy to identify and drive new business opportunities, as part of the broader EMEA alternatives strategy.  

Specific responsibilities will include:

• Alternatives Sales strategy.  Develop and execute the alternatives sales strategy for Wealth across Italy, to achieve revenue targets and growth objectives.  

• Fundraising.   Meeting revenue targets within Italy in support of the broader EMEA wealth budget.

• Marketing activity.  Drive all marketing and activation activity for private markets.  This includes the co-ordination of sales campaigns and co-ordinating events and roadshows, in partnership with investment teams, asset class specialists, marketing and local sales teams.

• Client relationships.  Develop and maintain strong relationships with key clients, identifying opportunities for new business and building loyalty amongst existing clients.  Deepen existing senior client relationships (with a focus on C-suite) tied to clear commercial outcomes.  Maintain direct coverage of Head of Alternatives / Head of Private Markets of the largest alternatives buyers in the region. 

• Product knowledge.   Demonstrate a deep understanding of BlackRock’s suite of alternative products and solutions.  Undertake alternatives focused client meetings to introduce BlackRock’s alternatives platform, deliver market-orientated thought leadership and drive thematic discussions.  Develop knowledge and fluency of local sales teams to position BlackRock’s alternatives offering across Italy.

• Market knowledge.   Stay up to date with industry trends and competitor activities and adjust the sales strategy accordingly.

• Reporting and analysis.  Provide regular reports on sales performance, market trends and client feedback.  Use this information to refine the sales strategy.

• Collaboration.   Facilitate engagement and partnership with local sales, product specialists, marketing, client experience and other key partner teams to meet client objectives.  Work closely with other teams within BlackRock to ensure a coordinated approach to client engagement and business development.  Identifying cross-selling opportunities to broaden alternatives relationships with existing clients.

• Compliance.   Ensure that all sales activities comply with relevant regulations, internal controls, and policies.

Knowledge/Experience
 

• 10+ years’ experience within asset management or the financial services industry. 

• A background of fundraising for private market / alternative investments or in an alternatives product specialist role would be strongly preferred.

• A deep level of experience and understanding of alternative asset classes (Private Equ