Senior VP, Debt and Credit
3 weeks ago
The Global Head of Debt & Credit is responsible for driving the execution of the global debt & credit strategy for IQ-EQ Group’s clients and ensures this drives the company's key objective of profitable organic growth.
The role will be accountable for achieving an annually agreed organic growth target that leads to the overall revenue growth of the Debt & Credit clients of the Group by setting out and executing a growth strategy addressing new client acquisition and commercial collaboration between the IQ-EQ offices and other segment leads.
The role also includes rolling out a consistent Go-to-Market strategy globally for the Debt & Credit market and drive commercial collaboration results to an agreed target level. The role also focuses on ensuring consistent pricing in line with the agreed pricing model and working with clients and teams to improve client profitability where required.
Responsibilities (what does the day-to-day look like)
The role will proactively drive, direct, and develop the Debt & Credit comprising the Debt & Credit services. Measures towards this include, but will not be limited to:
Drive the roll out and monitor the execution of a Global Debt & Credit Sales Strategy
Setting up and maintaining a framework and platform to stimulate commercial collaboration for debt & credit clients and new opportunities between the IQ-EQ offices
Support the continuous development of IQ-EQ’s Global value proposition for debt & credit clients
Develop a consultative approach to differentiate our offering vs competition
Conduct market research, client and competitor analysis to identify new business opportunities
Expand service offering with new products and / or partnerships for debt & credit clients working closely with Global Head of DCM&C
Assist with Tier 1 Debt & Credit pitches and increase conversion rate of debt & credit RFPs with working closely on multi-jurisdictional deals with Global Sales Enablement
Collaborate closely with the Head of DCM&C on identifying loan administration opportunities among our debt & credit client base in addition to our fund administration and ancillary products
Together with local CCOs ensure accurate and timely pipeline management and conversion of key debt & credit opportunities
Manage & monitor pricing policy across the Group for debt & credit prospective clients
Develop business partner relationships via proactive & coordinated planning with regional CCOs, and join key business partner meetings
Build strategic relationships with key decision-makers within Tier 1 debt & credit clients of the Group, and join / lead SRR client reviews
Ensure that Client Plans are developed and maintained for key debt & credit clients setting out our approach to maximising revenue growth opportunities with each client through up-sell and commercial collaboration
By using available management information, monitor long-term profitability of key debt & credit client relationships and assist local teams if required in negotiations to increase profitability
Establish any gaps in the provision of a best practice solution for Debt & Credit and address accordingly. Consider any technology enhancements and engage with Operations and Technology in establishing solutions which may enhance our offering and expedite delivery
Monitor market and identify lift out opportunities of debt & credit managers working closely with Global Head of DCM&C
Work closely with Global Head of L&D for effective internal knowledge sharing
Actively promote a constructive “pro-compliance” culture at Local, Regional, and Group level
Act as a point of escalation for relationship issues with key debt & credit clients working with the Global Head of DCM&C to resolve any issues.
Manage Marketing and Segment budgets of debt & credit as agreed with Global Head of DCM&C
Liaise with Group marketing and Global Head of DCM&C to set out business development plan objectives for debt & credit using brand profile, marketing collateral and event management and responsible for thought leadership initiatives for debt & credit including LinkedIn Campaigns in the sector
Ensure target market/sector awareness and market intelligence to support new product development & promotion
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