Global Head of Sales - Fund Services

Company Description

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.

With a curious mindset, we ask the right questions to get to the right solution, faster. We collaborate to win together, sharing successes and shaping the future of our global business. Our culture of support and recognition provides the tools and opportunities for you to grow, while unlocking the most value for our clients and making your mark with Ocorian.

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.

Job Description

Purpose of the Role

The core focus of this specific role is to drive the generation of new business and increase revenue for our Global Funds business globally. The core focus is on the key buying and influencing centres, through the identification and implementation of a variety of business development initiatives aimed at growing the business, profile and brand and positively influencing and developing its reputation.

This role will involve providing both strategic and day-to-day practical business development leadership and team management that partners with the senior leadership of the Global Funds service line.

The successful candidate will work with the Service line leadership team, corporate directors and will be expected to fully understand the services offered by each of the jurisdictions in which we operate, specifically Global Funds.

Main Responsibilities

To play a central role in the origination of valuable new business opportunities in line with the relevant business strategies, and to:

• Set new business strategy including identifying and implementing new business development initiatives.
• Manage Global Funds Sales Team: setting targets; managing and supporting team members activity; supporting team on larger sales pitches.
• Obtain a detailed understanding of both current and potential clients, with a focus on long-term client relationships and profitable revenue generation.
• Build own sales pipeline by identifying and winning new business across our key funds distribution and servicing markets for both domestic and onshore funds.
• Advise on strategic initiatives including product development and acquisitions, as needed.
• Work collaboratively with colleagues and in particular with other Commercial Director and Associate Commercial Director professionals to achieve business sales objectives.
• Lead deal terms throughout the sales cycle.
• Lead commercial negotiations in line with agreed parameters.
• Comply with procedures for the maintenance of pipeline information, call reports, proposal templates, service / fee proposals and related financial analysis.
• Ensure that salesforce, Ocorian's CRM system is updated with all contact and activity and changes on an ongoing basis.
• Work with colleagues in other regions to build a collaborative sales culture.
• Provide senior relationship management to ensure that client needs are understood and that new products and services are effectively communicated.
• Position the business to be the best placed to capitalize on upsell and cross-sell opportunities with existing clients.
• Build the business' brand to generate quality leads via:

• Attendance and participation at industry events.
• Branded events.
• Thought leadership articles, press releases, client newsletters.

• Develop and manage the intermediary and third-party services provider network (particularly onshore and offshore law firms, regulatory/start-up consultants, advisors, fund platforms, banks, auditors, technology vendors and (where appropriate) other services providers.
• Grow the business' reputation as a trusted provider of high-quality services with institutional investors, family offices, fund of funds, financial institutions, private banks and other allocators of capital via targeted marketing campaigns.

Qualifications Required

Knowledge, Skills & Experience

• At least seven years' relevant experience selling fund administration or third party manco services.
• Sales management experience in an investment bank, trustee, asset management or administration firm running a successful sales team in a player/manager role.
• As a result of study and experience they will possess a comprehensive understanding and knowledge of relevant legislation and regulations insofar as it pertains to our industry allowing a consultative sell to target clients.

Competencies

• Very strong fund services-based technical skills and knowledge.
• Ability to lead and manage complex RFP and Procurement processes.
• A dynamic, self-starter with strong communication skills.
• A positive and enthusiastic team player with drive, initiative and flexibility.
• Excellent interpersonal and influencing skills and the ability to communicate effectively with clients and colleagues at all levels.
• Excellent presentation skills.
• Ability to work using own initiative and make decisions within strict corporate policies and procedures.
• Strong time management, organisational and IT skills

Additional Information

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 areCLIENT 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 clien