Head of Sales & RM, UK

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Role Purpose

The Director orchestrates originating profitable new business through new client acquisition within a specified territory/product line.

High Level Objectives

• Achieve an annual sales target based on the company’s strategic priorities.
• Work in partnership with internal teams to become our clients’ trusted business partners.
• Contribute to building the Calastone brand.

Key Responsibilities – External

• Target new client acquisition in line with our target market & segmentation strategy.
• Identify and manage opportunities for networking across different industry groups to drive the interests of Calastone customers.
• Accountable as the Calastone lead on the specific client strategy engaging across the clients’ key stakeholders.
• Strategically profile Calastone with clients, well ahead of a proposal/decision date.
• Achieve deep understanding of each client’s strategic priorities, goals, challenges and their expectations from a service provider.
• Connect ‘high & wide’ across the decision and influence centres within the client organization and fully grasp the political landscape in the client organisation.
• Deploy Calastone executives and senior management in a coverage capacity to enhance C-level connectivity.
• Understand our client specific competitive landscape and develop competitor counter-strategies.
• Maximise the impact to clients of Calastone thought leadership/industry insights.
• Seek to create a tangible client specific value proposition that is compelling & differentiating.
• Accountable for the quality of client proposals & successfully concluding contract negotiations.
• Ensure smooth and efficient client on-boarding, working closely with both internal and external stakeholders.
• Meter coverage efforts and resources according to the strategic and economic value to the organisation.

Key Responsibilities – Internal

• Build & maintain concise Client Profile to drive a rigorous “Deal review’ and subsequent annual client strategy review with key Calastone executives and management.
• Accountable as the lead on the specific client strategy engaging key internal stakeholders in support.
• Accountable for the quality, accuracy & timeliness of defined client data on Salesforce.
• Provide accurate revenue forecasts monthly and annually.
• Develop strong and open working relationships with all internal stakeholders including Management, Sales & RM, Operations, Client Delivery, Marketing, Legal, Finance & Development.
• Provide up to date product and industry knowledge as well as organisational updates.
• Study industry news, data & trends to establish Calastone’s market position.
• Execute sales & client strategies in line with our new Sales & RM methodology and process.
• Build, lead, and mentor a diverse, high-performing team across the UK region.
• Foster a culture of innovation, collaboration, and accountability within the regional teams.
• Set clear performance goals and facilitate team development through training, feedback, and recognition.

Required Knowledge & Experience

• Proven track record in selling solutions to the C-level within the funds industry.
• Track record of executing sales and client strategies in partnership with multiple internal stakeholders to ensure delivery of operational & service excellence.
• A good understanding of the Calastone business as well as the funds industry, fund trading and the role and strategic objectives of industry participants, such as distributors, fund managers, service providers, custodians, market structures and regulatory framework.

Person Specification

• Strong relationship builder at “C” level.
• Clear focus and organisational capabilities.
• Excellent communicator with the ability and personal impact to influence the key decision makers.
• Entrepreneurial in spirit but works with and advocates corporate discipline.
• Ability to provide demos for all live Calastone products and services.
• A person who operates with a high level of honesty and integrity at all times.
• Articulate and able to communicate well in written and spoken English.
• Good level of IT skills.

Competency Development

• Committed to further competency development in line with our new Sales RM methodology & process with a focus on Business Insight, Relationship Agility, Value Formation, Executive Connectivity, Political Acumen, Competitive Adeptness, Resource Optimisation.

Our commitment to Diversity and Inclusion

The company is committed to building a diverse, equitable, and inclusive workplace where all employees can thrive, contribute their best and achieve their full potential. We ensure that all recruitment, promotion, and reward decisions are capability-based without regard to protected characteristics. We want you to perform at your best in the recruitment process; if you require any reasonable adjustments for any part of the recruitment process, please let us know.

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