Description:
The role of commercial director is to originate and manage relationships with high quality, long-term and profitable clients in a manner that is consistent with the objectives, values and policies of the business, whilst remaining compliant with external regulatory requirements.
The core focus is on Capital Market offerings of Ocorian in the UK and EMEA region to drive the generation of new business and increase revenue, through the implementation of a variety of business development initiatives aimed at growing the business, profile and brand and positively influencing and developing its reputation.
The successful candidate will work with the capital markets business development team members and service line business parters and will be expected to fully understand the services offered by each of the jurisdictions in which we operate, specifically capital markets.
The successful candidate will be a self-starter with a mature and established intermediary network as well as direct client relationships with potential new business opportunities.
Professional Responsibilities
- Play a central role in the origination of valuable new business opportunities in line with the relevant business strategies, and to:
- Achieve and exceed personal new business targets including identifying and assisting in the creation and implementation of new BD initiatives.
- Identify and win new business mainly in the UK & European market (or other assigned region(s) as required), targeting both start-ups and established businesses, spanning the capital market segments.
- Identify cross-sell opportunities collaboratively with other sales team members across Global Funds, Private Client, Corporate Services and Regulatory and Compliance Services, across our global footprint, to drive new sales from existing clients.
- Grow the business's reputation as a trusted provider of high-quality services with Trustee, Arrangers, banks, institutional investors and other allocators of capital via targeted marketing campaigns
- Develop and manage a productive intermediary and third party services provider network (particularly onshore and offshore law firms, regulatory / start-up consultants, fund platforms, banks, auditors, technology vendors and (where appropriate) other service providers.
- Obtain a detailed understanding of both current and potential clients, with a focus on long term client relationships and profitable revenue generation.
- Gather feedback from clients to understand their satisfaction levels and areas for improvement, and incorporate it into sales strategies and product development
- Position the business to be the best placed to capitalise on upsell and cross-sell opportunities with existing clients.
- Lead commercial negotiations in line with agreed parameters.
- Comply with procedures for the maintenance of pipeline information, call reports, proposal templates, service / fee proposals and related financial analysis.
- Ensure that the Salesforce CRM system is updated with all contact and activity and changes on a minimum of a weekly basis.
- Work with colleagues in other regions to build a collaborative sales culture.
- Build the business' brand to generate quality leads via:
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- Attendance and participation at industry events
- Branded events
- Thought leadership articles – value-added content-led sales and marketing campaigns
- Evaluate and manage risks associated with sales activities and ensure compliance with regulatory requirements and internal policies in all sales activities.
Qualifications
Knowledge, Skills & Experience
- At least seven years proven business development track record in business to business services, with a minimum of three years in a similar financial services environment with capital markets experience.
- Proven experience of working with Managing Directors/senior management in the development of client relationships.
- Ideally an understanding of the onshore and offshore administration market and services.
- Highly computer literate (with knowledge of Word, Excel, and PowerPoint).
- Effective time management and organisational skills.
- Experience of working with CRM (Client Relationship Management) systems, ideally salesforce.
- Excellent project management skills.