POSITION DESCRIPTION

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1 POSITION DESCRIPTION Position Title Business Unit : Relationship Manager : Corporate Client Services Reports to (Position) : General Manager Corporate Client Services Physical Location : Auckland Date Updated : October 2014 JOB PURPOSE To provide to Corporate Clients, client relationship management and business development services with the primary objective of ensuring that clients are able to comply with their contractual and regulatoryobligations for the protection of investors. This role will also undertake additional tasks and projects as and when required by the General Manager, Corporate Client Services. Page 1 of 7

2 KEY RESULT AREAS (KRA s) This table will be used as the basis for setting annual performance objectives. Key Result Areas (KRA's) Actions Measurement (KPI s) % of Total Job Client Relationship Management and Corporate Client Services 1. Proactively manage client expectations, service their needs and add value to the relationship. 2. Oversee delivery of client service, and management of issues arising out of that service. 3. Contribute towards the overall client service strategy and the appropriate design of methods and tools used. (eg check lists to assist in this service with a focus on how to add value to a client). 4. Conduct research associated with client work as necessary. 5. Process and review a wide range of client reports to ensure compliance with Trust Deeds and offering documents. 6. Identify and report where there is non-compliance with trust deeds and regulatory obligations 7. Exercise discretion and ensure confidentiality of the information within their control. 8. Negotiate complex contractual arrangements in the interests of the trustee and investors. 9. Review of disclosure materials file reviews 10. At all times act in the best interests of investors 11. Actively participating in any Regional discussion focus group and where required support other Regional Offices Client expectations are met or exceeded. All dealings with clients are conducted in accordance with the Company standards and Ethical framework. Compliance with all relevant legislation Confidentiality of all matters surrounding clients are strictly adhered to. Investigation and research for each case is conducted analytically and methodically. Advice and opinions are accurate and compliant with legislation. 60% Business Development 1. Growth of new clients fees and funds under supervision 2. Develop and implement the portfolios for business revenue generation. 3. Business development activities Attend networking events and seminars. Increase in revenue generated for each portfolio 15% Page 2 of 7

3 Key Result Areas (KRA's) Actions Measurement (KPI s) % of Total Job Professional/Legislation Knowledge 1. Constantly update knowledge of: all relevant securities laws, including Unit Trust Act, Trustee Act, Superannuation Schemes Act, KiwiSaver Act, Securities Law, Accounting Standards and NZIFRS 2. Actively research all relevant discussion papers, Bills, or any other form of regulation in relation to any proposed new law 3. Undertake all necessary learning and development to keep up to date with changes in legislation and industry specific knowledge. Skills and technical knowledge are kept up to date. Consistently identifies relevant individual learning and development needs. 15% Leadership 1. Assist in the coaching and development of peers and others in the wider Corporate Client Services team to enable the business achieve the appropriate client service standards. 2. On the job training for team members to increase work knowledge and skill. Team performance is optimised 5% Health and Safety 1. All New Starter s H&S Great Start Programme completed 2. Meet documented health and safety responsibilities for Employees and any relating specifically to the nature of this role. All health and safety regulations processes and procedures followed and completed within agreed time frames. 5% Professional Experience Essential Years Preferred Years Corporate Securities Markets 3 + Corporate Securities Markets 5 + Corporate Client Services Experience 3 + Corporate Client Services Experience 5 + Unit Trusts 3 + Unit Trusts 5 + Page 3 of 7

4 Education Essential Preferred Tertiary qualification in Accounting, Finance or Law Postgraduate qualification with a major in Financial Accounting Internal Contacts Corporate Client Services Staff Trust Company Corporate Client Services Staff Senior Management Contacts External Contacts Clients and Potential Clients All external agencies and gatekeepers How closely is this position supervised? Day to day supervision of tasks is not required; the incumbent is expected to work independently as far as possible. Where specialist expertise is required, the incumbent is required to consult the relevant people and consult with the General Manager, Corporate Client Services regarding major decisions. Page 4 of 7

5 Competencies and Attributes Competencies Integrity Creativity Accountability Customer Focus Business Awareness Technical Knowledge Planning and organising Adaptability Leadership and Management Coaching Persuasion / Negotiation Networking Decisive Analytical Communication Presentation Skills Attributes Maintains and promotes social, ethical and organisational norms in conducting internal and external business activities Generates creative solutions to work situations; tries different and novel ways to deal with organisational problems and opportunities Takes ownership of responsibilities and consequences. Follows through with all tasks and responsibilities. Stays accessible to clients and gets to know and understands them Choose your attitude, Make their Day, Be present, Play. Make every effort to always exceed their service expectations. Takes a strategic perspective in their work, focuses on the long-term view, and entertains a range of possibilities in developing and implementing the vision for the future of the organisation. Strong understanding of the technical and administration skills required to have to undertake the trustee role. Establishes a course of action for self and/or others to accomplish a specific goal; plans proper assignments of personnel and appropriate allocation of resources. Maintains effectiveness in varying environments and with different tasks, responsibilities, and people. Uses appropriate interpersonal styles and methods to guide participants toward a meeting s objectives; modifies behaviour according to tasks and individuals present. Provides team direction and team objectives. Facilitates the development of others knowledge and skills; providing timely feedback and guidance to help them reach goals. Uses appropriate interpersonal styles and communication methods to gain acceptance of an idea, plan, activity or product from prospects and clientele. Capitalises on contacts, gaining new opportunities. Recognises potential and develops it into new business. Actively works to increase networks database. Makes decisions confidently and independently. Bases decisions on facts, figures and reliable information. Ability to analyse processes and practices to identify deficiencies, efficiencies and increase transparency. Secures relevant information and identifies key issues and relationships from a base of information. Relates and compares data from different sources; identifies cause-effect relationships. Expresses ideas effectively in individual and group situations, adjusting language or terminology to the characteristics and needs of the audience. Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; is effective both inside and outside the organisation; commands attention and can manage group process during the presentation; can change tactics midstream when something isn't working. Page 5 of 7

6 Behaviours Client Focused We focus our efforts on discovering, anticipating and meeting our clients needs and doing the right thing by our client, both internal and external. This involves understanding our clients and taking actions to make things better for them. Building relationships We build and deepen relationships with all our stakeholders based on integrity and respect as the foundation of a profitable and sustainable business. Commercial Acumen We work with our clients to develop and improve our services; we effectively price the risk and costs inherent in the products and services we provide; and we constantly seek to reduce the cost and increase the efficiency of our processes to improve the profitability of our business Professional Excellence We do our work to the highest standard of excellence, continually looking for ways of doing things better, being innovative to improve what we deliver. We act without fear or favour and we are prudent and independent in the service we offer our clients Team Leadership Leaders are able to paint a picture of the vision for the company and engage their teams in their role to achieve this vision. Leaders treat people with respect and create a climate where people can do their best work. Working Together We work together constructively to deliver a better outcome for our business and recognise and celebrate our success. We are aware of our impact upon one another and are willing to learn from and encourage each other to be our best. Page 6 of 7

7 Verification This section verifies that the position holder and supervisor have read the above position description and are satisfied that it accurately describes the position. POSITION HOLDER: NAME. SIGNATURE.. DATE././ MANAGER NAME SIGNATURE. DATE././ Page 7 of 7

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