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Business Development Director, Capital Markets
3 months ago
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 Director is responsible for creating and closing sales opportunities, bringing in new Regional and Global business to TMF and expanding the company’s market share within Capital Markets Services. This individual will develop and maintain a network of prospects, and translate those prospects into clients, while also upselling and cross-selling to an existing client portfolio. He / She will also develop and maintain a network of intermediaries within his/her Region.
The commercial focus of the role is to bring in new business for TMF Group’s portfolio of Capital Markets Services, covering: SPV Issuer Services, Trustee Services, Agency Services, and Administrative Services.
Key Responsibilities
Develop the business by building new global and/or regional business pipeline, as well as upselling and cross-selling to existing clients;
Identify and optimize sales opportunities, using knowledge of the market and competitors, as well as TMF’s unique selling propositions and differentiators;
Develop and maintain a network of intermediaries that will enable a strong and consistent pipeline for conversion into sales;
Utilize effective relationships to maximize opportunities for cross referrals;
Manage the contact to contract sales process efficiently and effectively, with transparency;
Develop proposals that address clients’ needs, concerns, and business objectives;
Leads the deal team to ensure the best customer experience and response;
Leverage input from other internal teams to maximize overall deal value to the business;
Act as the Deal Lead for large opportunities, from initiation to closure, and create development plans for large client accounts;
Lead the coordination and presentation of multi-jurisdictional sales proposals to international clients;
Drive cross-selling opportunities, working with existing clients as they expand into or operate in other jurisdictions serviced by TMF offices in over 85 countries across the globe;
Meet monthly, quarterly, and annual qualified pipeline generation;
Meet monthly, quarterly, and annual sale´s targets, aligned with the company’s objectives;
Contribute to the development of the sales team, boosting overall productivity and effectiveness, and improving conversion rates;
Work with leadership to implement best practice and create strategies for sales improvement based on market research and/or competitor analysis;
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.);
Inspires and reinforces TMF Culture and Values.
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 6 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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