Summary – Head of Employer Services
Reporting into the Group Executive Employers, Corporate Development & Strategy, this role will be
responsible for managing the employer distribution business for the fund. As a core member of the
leadership team, this role will be responsible for delivering the strategy to build and manage the
overall relationships with all new and existing employer groups.
This role will also be required to support the Group Executive Employers, Corporate Development &
Strategy as required to ensure that all relationship management and business development initiatives
are integrated across all employer tiers as appropriate.
Role Details
Division:
Employer Experience
Reports to:
Group Executive Employers, Corporate Development & Strategy
Date:
June 2017
Representative Status:
Can provide financial product advice (general advice only).
Accountabilities

Develop a national program of sales strategies, growth initiatives, account management strategies
and service improvements to the employer partners of Cbus (both current and potential);

In collaboration with the Head of Employer Marketing & Communications, develop a clear
employer proposition and sales and service strategy;

Lead, coach and motivate the Senior Manager, Employer Relationship Managers to ensure
execution of the relationship strategy for Tier 1, 2, 3 and 4 employers and achievement of
relationship targets;

Lead, coach and motivate the Senior Manager, Employer Services to ensure execution of business
development plans for Tier 3 and Tier 4 employers and achievement of acquisition targets;

Lead, coach and motivate the Business Development Managers, Business Relationship Managers
and Business Service Managers to ensure execution of relationship and acquisition plans for Tier
1 and 2 employers and achievement of targets;

Develop and implement, a Sales, Service and Coaching operating rhythm across the team and
personally model the behaviours necessary to execute consistently to this framework to meet and
exceed KPIs and Targets for the team;

Contribute, in conjunction with the Group Executive Employers, Corporate Development &
Strategy and Chief Executive Officer, to developing and expanding our relationships with Tier 1
and 2 employers through positive relationships with key decision makers such as CEO’s and CFO’s;
Summary – Head of Employer Services

Develop a relationship and acquisition strategy to target prospective and existing employers to
achieve Fund growth in relation to funds under management (FUM) and member numbers;

Develop, maintain and utilise construction, building and allied industry organisations (including
unions, employers, industry associations and so on) to introduce strategies for growth;

Own and lead the team on the consistent execution of sector and sub-sector marketing initiatives
including seminars, events and conferences and work collaboratively with the Head of Employer
Marketing & Communications to identify new marketing initiatives across all employer tiers with
a particular focus on Tiers 1 and 2;

Provision of high level reports to key stakeholders on progress of growth activities in line with
agreed objectives.
Other Responsibilities
Other related duties as required from time to time as requested by the Group Executive Employers,
Corporate Development & Strategy
Key Selection Criteria

Extensive financial services experience as a sales/relationship leader at a senior level. Experience
within commercial and business banking will be highly regarded;

Tertiary qualification in a business, commerce, or related field. Post graduate qualifications will be
highly regarded;

A demonstrated track record of the implementation of ambitious growth strategies that led to
demonstrated outcomes and a strong understanding of business development methodology and the
ability to appropriately apply this knowledge in the Industry Funds environment;

Previous accountability for a financial services Profit and Loss with direct control of a
relationship/sales force team across different geographies;

Demonstrated track record of running a relationship management/sales business in financial services,
preferably in corporate or business banking;

A demonstrated ability to influence, negotiate, gain commitment, and develop relationships in a
capacity transferable to a business development environment;
Exceptional people management skills and experience including coaching and mentoring to lead,
motivate and develop a professional business development team;


High level of experience in managing and negotiating formal business tenders;
Summary – Head of Employer Services

Demonstrated ability to build and maintain strong business relationships with a variety of
stakeholders.
Other Relevant Information

Cbus supports gender diversity and diversity of thought across our organisation. We promote and
support an inclusive, flexible and collaborative culture that respects the differences of our diverse
workforce. Behavior’s that are not in line with our policies and practices around values, diversity,
respect, EEO, OHS and flexibility are not tolerated and we encourage staff to actively participate in
supporting and advocating for our culture to support that diversity;

All Cbus Managers and staff are responsible for ensuring a safe and healthy work environment;

The successful applicant will be employed pursuant to the United Super Collective Bargaining
Agreement 2015 or any agreement which replaces it;

The preferred applicant (s), if not already an employee(s) of Cbus, will be required to complete a
‘National Police History Check application form’ so that a Police Certificate can be issued to Cbus. This
report will also cover multiple jurisdictions if the candidate has worked overseas for a period of longer
than 12 months. Any offer of employment is conditional on Cbus being satisfied as to the results of
the police check. Cbus will pay for any expenses incurred;

Applicants for this role may be required to complete psychometric/aptitude testing as part of the
recruitment process. Cbus will pay for any expenses incurred;

This position is located at Level 28, 2 Lonsdale Street, Melbourne.

This is a full-time position; however flexible working arrangements can be requested.
This description is indicative of the range of job requirements and accurately reflects the requirements of
the role at the time of writing. Due to the nature of the work environment changes may occur to this role
over time.
Summary – Head of Employer Services