Business Development Manager

Associate Director, Business Development – Share Plans

Location: London (Hybrid)

In this position, you’ll be based in the London office for a minimum of three days a week, with the flexibility to work from home for some of your working week. Find out more about our flexible work culture at computershare.com/flex. ​

 

We give you a world of potential

The Employee Share Plans market in the UK and European Region is a key part of the Global Employee Share Plans business. Computershare is the largest provider in the region, with 350 corporate clients and 2 million employee participant accounts.  We have staff based in nearly 14 offices throughout the region, with London, Dublin and Zurich being our primary office locations, supported by staff in Bristol, Edinburgh, Warsaw, Barcelona, Copenhagen, Jersey, and Frankfurt.  Our clients are based throughout the region and trade on more than 20 exchanges and are generally global companies looking for Computershare to provide services for their global employee base.

 

A role you will love

Reporting directly to the Business Development Director, you will have primary responsibility for identifying and managing business development opportunities for a wide range of products, services, and global solutions within our Employee Share Plans business. You will drive, steer, and achieve strong business growth for the UK and European region, and may at times feed into a global pursuit of new business. 

Working closely with others in the Sales team to research and understand the needs of high-profile clients located within the UK & European region and facilitating appropriate standard and tailored offerings to adopt and deliver a strong new-revenue budget. Opportunities will be identified through market research, which includes active engagement with influencers and advisors in the market to help source opportunities, as well as with direct contact with prospect issuers and current issuers. 

Key Responsibilities

• Execute Business Development strategies including identification of target clients.
• Work with the Business Development Director, Associate Directors and Sales team to research and understand the needs of high-profile clients and prospects located within the UK and Europe area. 
• Target, establish and develop key relationships with potential high profile/high value clients and prospects, advisors and share plan community members.
• Help shape the Computershare solution to meet their goals and reflect the evolution of the marketplace and the technological environment.
• Be actively involved in the share plan community, regularly meeting advisors and industry experts while attending as many conferences, seminars, and networking events as possible.
• Provide thought leadership to the business for short-, medium- and long-term road maps for product development.
• Full responsibility for detailed pricing proposals for complex tenders and associated client solutions.
• Undertake negotiations for high profile target clients, securing new business & growth opportunities in line with assigned budgets.
• Maintain and develop the highest standards of client relations, engagement, and communications.
• Design, build and evolve standardised and bespoke pricing models.
• Create and implement a strategic vision for working with high profile and high value prospects.
• Ability to manage the project scoping phase, liaising with clients, and documenting the user requirements.

 

What will you bring to the role? 

• Experienced Business Development or Sales professional, comfortable with dealing with experienced company leaders.
• Business to Business Sales Management or Relationship Management experience 
• Experience working with major global companies in sales or relationship management.
• Strong verbal skills with ability to successfully present to senior management at prospects. 
• Experience with negotiating complex sales, including commercial and contract negotiations. 
• Track record of leading complex, high value negotiations to global corporate customers, often with Heads of Reward /Deferred Comp, Co-Sec, Finance and Procurement.
• Strong leadership skills, with ability to work positively within the wider organisation.
• Strong judgement skills to determine how and where to focus energy of sales force.
• Experience leading a team of highly skilled, experienced relationship management or sales force.
• Strong knowledge and experience with technical sales – financial products and/or operational services.
• Experience with market research and using MI.
• Knowledge of Employee Share Plans industry is preferre