Description:
The role of business development 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 of this role is to drive the generation of new business and increase revenue for our funds, capital markets, corporate and institutional businesses.
Main Responsibilities
- To play a central role in the origination of valuable new business opportunities in line with the relevant business strategies, and to:
- Achieve new business targets including identifying and implementing new business development initiatives.
- Obtain a detailed understanding of both current and potential clients, with a focus on long-term client relationships and profitable revenue generation.
- Identify and win new business from US based prospects (or other assigned region(s) as required), targeting both start-ups and established businesses focusing on funds but being aware of opportunities in capital markets, corporate and institutional clients.
- Specifically target Investment Managers (more so than intermediaries) to open door for experienced SMEs and Sales team to collaborate and close deals.
- Work collaboratively with colleagues and in particular with other business development professionals to achieve business sales objectives.
- Manage the opportunities throughout the sales cycle.
- Support the wider team in 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.com CRM system is updated with all contact and activity and changes on an ongoing basis.
- Work with colleagues in other regions and products to build a collaborative sales culture.
- Provide feedback from prospects to wider team.
- Position the business to be the best placed to capitalise on upsell and cross-sell opportunities with existing clients.
- Build the business' brand to generate quality leads via:
- Attendance and participation at industry events – breakfasts, webinars, roundtables, conferences, drinks. Branded events.
- Thought leadership articles, press releases, client newsletter.
- Assist in the development and manage the intermediary and third-party services provider network (particularly onshore and offshore law firms, regulatory/start-up consultants, advisors, fund platforms, banks, auditors, technology vendors and (where appropriate) other services providers.
- Grow the business' reputation as a trusted provider of high-quality services with institutional investors, family offices, fund of funds, financial institutions, private banks and other allocators of capital via targeted marketing campaigns.
Qualifications
Knowledge, Skills & Experience
- Ideally, at least 2-5 years’ sales experience.
- Direct and recent experience in selling administration, management company services or technology, software to Private Equity, Real estate, Venture Capital, Infrastructure and Credit Managers.
- Existing network and strong relationships with US Investment Managers in Real Estate, Private Equity, Venture Capital, Infrastructure or Credit