Business Development - Associate Director

Fund services | Corporate | Capital Markets | Private client | Regulatory & Compliance

We help clients succeed by unlocking new value through expertise, trust and scale. We deliver solutions that solve complex challenges faced by asset managers, financial institutions, corporates, high net-worth individuals and family offices.

Expertise: We deliver specialist, tech-enabled solutions for our clients grounded on deep industry expertise.

Trust: We’re a trusted partner to over 8,000 clients globally. We are proud to have long-lasting partnerships with our clients.

Scale: With more than 1,500 colleagues, we operate across 20+ countries, our scale enables us to support our clients globally and locally, providing a seamless client experience across borders and service lines.

What’s In It For You

• Competitive salary
• Flexible working hours
• Pension
• Private medical insurance
• Death in Service Cover
• Monthly Luncheon vouchers

Purpose of the Role

The role of business development is to originate and grow 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 Fund SPV business, 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 Funds & Corporate business development team members and service line heads and be responsible for developing and driving the profitable sales activity. They will be expected to fully understand the services offered by each of the jurisdictions in which we operate, specifically Funds and Corporate service lines.

The successful candidate will be a self-starter with an established intermediary network and the drive to continue to expand that intermediary relationship network for increased referrals as well as direct client relationships with potential new business opportunities.

Main Responsibilities

Management Responsibilities

• Create an effective Luxembourg focussed Fund SPV sales strategy in conjunction with CCO, Service Line Head and Marketing to promote fund products and services.
• Proactively self-manage sales performance, track key metrics, and implement corrective actions to achieve sales goals.
• Monitor market trends, analyse data, and assess market conditions to identify opportunities and threats and solutions
• Prepare and deliver compelling sales presentations to potential clients, showcasing the benefits of Ocorian’s capital market offerings.
• Manage intermediary networks and relationships in line with Ocorian’s intermediary plan

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 European market (or other assigned region(s) as required), targeting both start-ups and established businesses, spanning the Fund & Corporate segments.
• Develop and manage a productive intermediary and intermediary network (particularly onshore and offshore law firms, regulatory / start-up consultants, fund platforms, banks, auditors, technology vendors and (where appropriate) to drive increased referrals and brand influence.
• 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 businesss reputation as a trusted provider of high-quality services with banks, asset managers, institutional investors and other allocators of capital via targeted marketing campaigns
• Obtain a detailed understanding of both current and potential clients, with a focus on long term client relationships and profitable revenue generation.
• Lead commercial negotiations in line with agreed parameters.
• Ensure that the Salesforce CRM system is updated with all contacts, activities and pipeline changes on a minimum of a weekly basis.
• Comply with procedures for the maintenance of pipeline information, sales and marketing campaigns, proposal templates, service / fee proposals.
• Work with colleagues in other regions to build a collaborative sales culture.
• Build the business brand to generate quality leads via:
  • • Attendance and participation at industry events
    • Attendance and participation at Ocorian 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.

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Knowledge, Skills & Experience

• 5 years proven business development track record in business to business services, with a minimum of three years in a similar specialist administration services environment with relevant experience.
• Proven experience of working with senior management in the development of client relationships.
• Ideally in possession of an understanding of the onshore and offshore administration market and services.
• Demonstrable track record of effective social selling tactics, experience and success.
• Highly effective time management and organisational skills.
• Highly computer literate (with knowledge of Word, Excel, and PowerPoint).
• Experience of working with CRM (Client Relationship Management) systems, ideally salesforce.
• Excellent time and project management skills.

Competencies

• A dynamic, self-starter with strong communication skills.
• Energetic with a strong drive to develop and grow networks, particularly with intermediaries
• A positive and enthusiastic team player with initiative and flexibility.
• Commercially aware.
• Able to produce high quality work when under pressure.
• An individual with well-developed persuasion and influencing skills.
• Confident, assertive and resilient.
• Responsive, proactive and innovative.

All staff are expected to embody our core values that underpin everything that we do and that reflect the skills and behaviours we all need to be successful. These are:

• We are CLIENT CENTRIC – Clients are at the centre of our world, and we’re committed to providing expertise and specialist solutions to meet their most complex challenges.
• We are AMBITIOUS – We aim high. We think and act globally, seizing every opportunity to delight our clients and support our colleagues - wherever in the world they may be.
• We are AGILE – We act on our initiative to get things done for our clients. Our independence gives us the flexibility and freedom to keep things simple, efficient and effective.
• We are COLLABORATIVE – With a curious mindset, we ask the right questions to get to the right solution, for our clients faster. We collaborate to win together and share our successes.
• We are ETHICAL – We behave with integrity at all times and assume positive intent, building trust through responsible actions and honest relationships.