Head of Relationship Management, EMEA

We are Alter Domus. Our name means “The Other House” and we’re a world leading provider of integrated solutions for the alternative investment industry. We believe in being different. Here, you progress on merit, not who you know. You speak openly, whoever you’re speaking to. And it’s your freedom to decide which cutting-edge kind of finance professional you want to be. Join more than 6,000 fund administration, accounting, tax, loan administration and legal experts worldwide and take pride in being alternative.

Alter Domus clients include the world’s leading asset managers, lenders and asset owners. We’re specialists who use the most innovative technologies to create unparalleled solutions for the private equity, real assets and debt capital markets sectors. This is where standout talent advances what’s possible in fund administration, corporate services, depositary services, transfer pricing, domiciliation, management company services, loan administration, agency services, trade settlement and CLO manager services.

JOB DESCRIPTION:

Reporting to the Head of Sales & Relationship Management, EMEA, the Head of Relationship Management, EMEA will lead a team focused on providing outstanding relationship management and driving commercial growth with existing clients. Specifically, you will:

• Lead and manage a team of Client Relationship Directors and Managers to ensure our clients are receiving the highest quality of relationship management and day to day service.
• Take accountability for ensuring that client accounts are allocated optimally across your team members.
• Oversee the creation and implementation of client account plans for your team’s portfolio of clients, helping them to identify whitespace, to build sales pipeline and increase share of wallet for these existing clients.
• Be accountable for driving and delivering an ambitious sales target underpinned by a centralized sales and growth plan to help Alter Domus achieve its commercial objectives in EMEA.
• Supervise your team’s use of sales tools and processes to build and manage the sales funnel, including forecasting, reporting, and maintaining a regular review cadence.
• Supervise your team’s diligent use of the CRM to record all key contract information, interactions, activities, and other commercially relevant details about accounts or opportunities.
• Collaborate / coordinate with Sales Directors at a global level to effect multi-jurisdictional sales opportunities across regions.
• Lead our efforts to engage and grow the network of business feeders and intermediaries. Map our touch points and coordinate our forward strategy across local and international markets to expand our pipeline of target opportunities.
• Lead/assist your team with pitches collaborating with internal product and other teams to deliver competitive advantage.
• Keep watch on local and international regulatory updates that affect the industries our clients operate in.
• Actively monitor competitor activities and deliver insight and thought leadership on market trends to anticipate future client needs.
• As a senior leader, you will also be responsible for driving change when necessary, delivering communications and directions to the team in supporting the development and engagement of employees at all levels.
• Promote and build the Alter Domus brand and culture both internally and externally, acting as an ambassador and role model to our people, clients, and customers to embed the Alter Domus Values and to promote our Employer Value Proposition.
• As a director of Alter Domus, you will maintain a relentless focus on cost and budget discipline, driving a culture of accountability.
• Drive a culture of compliance and risk control to mitigate financial, operational and reputational risks.
• Ensure the company maintains the highest Environmental, Sustainability and Governance (ESG) standards.

PROFILE

• A proven track record in leading teams, driving sales and revenue targets within the alternative assets or adjacent sectors.
• You have first class communication and presentation skills (active listening, storytelling, presentation skills, social selling).
• You are autonomous, have strong organisational skills (time management, planning, accuracy in documenting client activities).

LEADERSHIP & BEHAVIOURAL COMPETENCIES

• You will demonstrate superior business insight and commercial acumen combined with strong technical expertise and analytical problem-solving skills.
• You will have an intellectual curiosity and a global mind-set, allowing you to partner effectively across your region and beyond with agility and flexibility. You will challenge the current status quo to improve things, acting as a change agent to drive the business forward.
• You will have high energy and passion to drive the business and positively influence others, you will avoid complacency and strive for the business to succeed, acting quickly to tackle any issues.
• You will be adept at managing competing demands on your time, actively prioritising and remaining calm under pressure while navigating complexity and challenges with confidence and resilience.
• You will possess strong interpersonal skills – influencing and building trust quickly, navigating complexity and ambiguity with confidence and negotiating with tenacity and focus. You will be decisive and persuasive to achieve the results.
• You will demonstrate personal resilience in the context of an international company in high-growth mode.
• You will demonstrate a strong commitment to high integrity and ethics.
• Demonstrate the AD Values:
  • Succeed with speed : We deliver at pace with agility, always connected to clients, regulators, and markets, globally.
  • Take charge together : We take the initiative, always bringing the right people, insights, and expertise together and sharing accountability.
  • Adapt with authority : We flex to meet different needs in different contexts, always showing responsible leadership and growing trust.
  • Reimagine with results : We pursue new, more intelligent ways of working, always with a focus on efficient, high quality service.

KEY RELATIONSHIPS

• Leaders Sales, Relationship Management across all products.
• Clients & Prospective clients (C-Level down to business heads).
• Finance, Legal & Compliance, Risk Management, IT and Human Resources.

At Alter Domus we are committed to inclusion and feel strongly that inclusive teams drive brilliant performance. We are an equal opportunity employer and recognise all facets of diversity and strive to create a psychologically safe workplace where all of our people can perform to their best.

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