Head of Business Development - Funds

Company Description

Ocorian delivers administration and compliance services for funds, corporate, capital markets and private clients.

No matter where in the world our clients' hold financial interests, or however they are structured or need to be supported, we will provide a tailored and personalised solution that is individual to their needs and fully compliant to the needs of their stakeholders, regulators and the investment itself.

We manage over 15,000 structures for 6000+ clients with a global footprint operating from 20+ locations. Our scale offers all our people great opportunities to develop their knowledge and skills and to progress their careers.

In the Americas we have offices in Mid-Town New York and Philadelphia as well as offices in Bermuda, Cayman Islands and BVI.

Job Description

• To play a central role in the origination of valuable new business opportunities in line with the relevant business strategies, and to:
• Set US new business strategy including identifying and implementing new business development initiatives.
• Manage US 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 from US, Canada and Latin America 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 business development 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 the Salesforce.com 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 newsletter.

• 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.

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Qualifications

• At least five 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.
• Excellent interpersonal skills and the ability to communicate effectively with clients and colleagues at all levels.
• Ability to lead and manage complex RFP and Procurement processes.
• 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 are AMBITIOUS – We aim high and are always seeking new ways to delight our people and clients
• We are AGILE – We act on our initiative to get things done
• We are COLLABORATIVE – We achieve more working together
• We are ETHICAL <