Director, Business Development, Europe recruitment
Please do not apply unless you have excellent European buy-side sales experience. Especially useful would be operational fund platform experience, and sales of an operational. technical product.
Target segments: European institutional fund buyers, pension sovereign wealth funds, wealth managers, private banks, infrastructure platforms including life companies, distributors.
The ideal candidate will have significant experience of the asset management and fund distribution markets, both domestically and internationally. Proven experience selling in complex, multi-level organizations along with an orientation towards disciplined strategic business development processes. You should be highly skilled in preparing written and oral presentations; knowledge of French and German would be a distinct advantage.
Key competencies:
- Business Insight Relationship Agility;
- Value Formation;
- Executive Connectivity Political Acumen;
- Competitive Adeptness; Resource Optimisation;
- The incumbent must be a polished individual, comfortable dealing in boardroom environments or with administrative staff. An extremely detailed and diverse knowledge of business sectors, current business developments, market trends, financial products and services are required to effectively communicate with and gain the confidence of clientele.
Key Relationships:
- Clients prospective clients (C-Level down to business heads and operational management);
- Centres of Influence (e.g. consultants accountants, lawyers who influence the deal);
- Executives, Directors and Business Heads;
- Client Service;
- Product Management;
- Operations Management;
- Finance, Legal Compliance.
Primary Responsibilities:
The following key result areas identify the major responsibilities to the overall purpose of the job. These accountabilities and responsibilities are directly linked to the Bank's IS disciplined sales process:
Origination
- Creation and maintenance of a detailed territory plan as part of the global development plan for Distribution Support. To include working with Directors, Business Development and Relationship Managers to originate opportunities across existing clients and target universe;
- Maintain 90/180 day activity plans;
- Aggressively contact prospects with determined effort to sell the platform and related services while preserving goodwill and a professional image;
- Ensure full territory coverage;
- Maintain up-to-date knowledge, profile and network through attendance/participation at relevant conferences, industry events, forums and associations.
Connect Discover
- Identify client decision makers, buying influences, coaches and centres of influences both within and outside target organizations;
- Fully understand political landscape in prospect organization;
- Leverage key Bank personnel throughout the sales process to provide greater breadth and depth of connectivity
- Rigorously gather critical information on the prospects business profile, strategic priorities, business challenges and specific project requirements to support the development of a winning value proposition.
Strategy Tactics
- Establishes initial sales strategy to effectively position the Bank;
- Continuous validation and triangulation of critical deal elements with key stakeholders at the prospect organization;
- Rigorous deal reviews throughout the deal lifecycle to ensure our strategy is appropriate to win. Reviews incorporate initially establish go/no go criteria and then to determine additional information requirements, map political landscape, refine the value proposition, enhance competitive counter strategies and strengthen key message delivery.
Value Proposition
- Constantly meets with prospect to explore for mutual value and test our value v their value measures;
- Establishes and evolves our value proposition specific to each prospective opportunity and ensures it is unique and differentiating;
- Quarterbacks the preparation and development of proposals and all client presentations; Owns the strategy, key message creation and overall management and quality of the proposal and presentation in conjunction with Sales Support;
- Draws on the expertise of internal departments to fully leverage intellectual capital of the organization.
Deal Management
- Establishes a deal team comprising cross functional experts to support and contribute to the overall value proposition and to maximize the effectiveness of the sales strategy;
- Fully leverages existing relationships with the target organization;
- Negotiates fee agreements within agreed profitability parameters, growth and market share objectives.
General Management
- Up to date maintenance of all critical information including contact management, call reports and sales pipeline.
To send your CV, or for further information please contact:
Isobel Carter, Managing Director, Incarter International Ltd.
City Office: 68 King William Street London EC4N 7DZ
Chelsea Office: 9 Smith Street London SW3 4EE
Tel: +44. (0)20.7730.3364
Mobile: +44. 07768.275.591
E-mail: isobel@in-carter.com
Websites: www.in-carter.com; www.e-searchinternational.com