IBDM (Sales) Performance & Development Manager

The IBDM Performance & Development Manager will lead, develop and drive the performance of the Internal Business Development Manager team. This is a proactive, data-led sales management role with responsibility for team KPIs, regional targets, pipeline, investment inflows and adviser activity. The role holder will coach and develop the team, address performance issues early and provide the Head of Distribution with clear weekly insight, actions and recommendations.

Key Responsibilities
Team Leadership & Performance

• Lead the day-to-day management of the IBDM team, setting clear expectations against individual, regional and Distribution targets.

• Monitor KPIs and performance trends, recognising strong performance and addressing underperformance early through clear actions and improvement plans.

• Hold structured 1:1s and performance reviews, creating a culture of ownership, accountability and consistent follow-through.

Regional Targets, Pipeline & Reporting

• Own day-to-day IBDM performance against regional investment targets, with a clear view of MTD, QTD and YTD inflows, pipeline, product mix and forecast risks.

• Work with IBDMs to identify performance gaps, commercial opportunities and practical recovery actions where regions are behind target.

• Provide a concise weekly performance report to the Head of Distribution covering inflows, regional performance, KPIs, pipeline, risks, opportunities and agreed actions.

Sales Management & Data Discipline

• Translate regional targets, campaigns, product launches and adviser opportunities into clear team activity and ensure actions are followed through.

• Challenge pipeline quality, next actions and timescales, directing activity towards the areas with the greatest commercial opportunity.

• Ensure CXM is maintained as the single source of truth, with accurate adviser activity, opportunities, follow-ups and management information.

Coaching & Development

• Coach and develop the team across adviser conversations, prospecting, objection handling, product knowledge, pipeline management, cross-selling and CXM discipline.

• Identify individual skills, knowledge, activity or behavioural gaps and provide the appropriate coaching or performance intervention.

• Support career development and succession planning, including progression from Distribution Support and identification of future Senior IBDM/EBDM talent.

Skills & Experience
Essential Experience

• Previous experience managing or coaching a sales team, ideally within financial services.

• Experience managing KPIs, targets, pipeline and forecasts, including performance management and underperformance.

• Strong analytical skills with confidence interpreting sales and investment data and using MI/CRM systems.

• Strong commercial judgement, written and verbal communication, and people-development skills.

Desirable Skills and Qualities

• Experience within adviser distribution or investment management and working with regional sales structures.

• Experience developing talent and maintaining strong CRM/CXM and data discipline.

We reserve the right to close the vacancy early, should we receive sufficient applications.

Blackfinch is an equal opportunities employer that values diversity and welcomes applications from all suitably qualified persons regardless of their ethnicity, gender, sexual orientation, age, disability, religious practice or any other perceived differences. A copy of our Equal Opportunities Policy is available upon request.

Blackfinch Group is an award-winning investment specialist. Built on over 20 years of investment track record, the name Blackfinch first came into being on the anniversary of Darwin’s birth, 12th February 2013. A trusted provider, we work in partnership with advisers. Our businesses cover tax-efficient solutions, early stage investing, managed portfolio services, property financing and renewable energy. We’re proud to be entrusted with over £1bn in assets under management.