Business Development Senior Executive (Capital Markets Services)

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About TMF Group

TMF Group is a leading provider of critical administrative services, helping clients invest and operate safely around the world. Our 10,000 experts and 125 offices in 86 jurisdictions worldwide serve corporates, financial institutions, asset managers, private clients and family offices, providing the combination of accounting, tax, payroll, fund administration, compliance and entity management services essential to global business success.

About the role

The Business Development Senior Executive is responsible for creating and closing local sales opportunities, bringing in new local business to the market and expanding existing customers within the market within Capital Markets Services.

This individual will support inbound sales processes by providing with proposals to global sellers, while also upselling and cross selling to an existing client portfolio. Will be responsible of noncomplex renewal processes.

Key Responsibilities

• Analyzing existing customer´s service portfolio to develop a hit map of additional services, including one off, to upsell and cross sell in existing customers;
• Build an Expiring Contract map by country and for non-complex renewal, develop a T-12 activity plan for each contract expiration to ensure renewal on time;
• Develop the business by building new business pipeline, as well as upselling and cross-selling to existing clients;
• Work as part of a deal team to ensure the best customer experience and response. Including deal sharing across different sales teams (markets and regions) to increase chances to win the deal and learn from others in the process;
• Execute marketing campaigns to develop the required pipeline;
• Adopt and maintain TMF Sales Processes and Systems as part of his / her daily job (including CRM weekly maintenance, Sales Forecasting process, Proposal building tool, Deal Qualification tool, Sales Dashboards, etc.);
• Provide support to Local Office sales and Professional Sellers with Standard Proposal generation and delivery;
• Support inbound sales processes by providing with proposals to global senior sellers;
• Support local office with administrative tasks (update CRM, follow up on KYC process);
• Work as part of a deal team to ensure the best customer experience and response;
• Meet monthly, quarterly, and annual sales targets.

Key Requirements

• Bachelor’s degree, preferably in business, sales, marketing, or a related field;
• Relevant working experience in Debt Capital Markets in consulting, accounting, banking, advisory or corporate service capacity;
• Minimum working experience in the above mentioned industry of 5 years;
• Excellent English written and verbal communication skills;
• Ability to build strong relationships with clients and intermediaries at all levels;
• Ideal candidate will have a solid network within the Debt Capital Markets industry, and an interest in our portfolio of services;
• Able to “solution sell” where the ability to listen to the clients and understand what they really need is more important than a hard sell;
• Able to manage coordination of complex multi-jurisdictional proposals involving multiple business lines;
• Self-motivated and able to work both independently and as part of a team;
• Strong communication, very good negotiation and influencing skills;
• Results-oriented, and able to manage their priorities/workload;
• Experience working in or with direct sales, pre-sales and/or enablement in an enterprise software and/or SaaS environment;
• Regular travel may be required;
• Strong critical thinking and problem-solving;
• Proficient in Microsoft Office;
• Experience in Microsoft Dynamics CRM or Salesforce a plus.

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