Sales Director, Debt & Credit

Company Description

ABOUT IQ-EQ

We’re a leading Investor Services group offering end-to-end services in administration, accounting, reporting, regulatory and compliance needs of the investment sector worldwide. We employ a global workforce of 5,800+ people across 25 jurisdictions and have assets under administration (AUA) exceeding US$750 billion. We work with 13 of the world’s top 15 private equity firms. Our services are underpinned by a Group-wide commitment to ESG and best-in-class technology including a global data platform and innovative proprietary tools supported by in-house experts. Above all, what makes us different is our people. Operating as trusted partners to our clients, we deliver intelligent solutions through a combination of technical expertise and strong relationships based on deep client understanding. We’re driven by our Group purpose, to power people and possibilities.

Job Description

The Sales Director, Debt & Credit is responsible for driving the execution of the global debt & credit sales strategy for IQ-EQ Group’s clients and ensures this drives the company's key objective of profitable organic growth. The role will be accountable for achieving an annually agreed organic growth target that leads to the overall revenue growth of the Debt & Credit clients of the Group by setting out and executing a growth strategy addressing new client acquisition and commercial collaboration between the IQ-EQ offices and other segment leads. The role also includes rolling out a consistent Go-to-Market strategy globally for the Debt & Credit market and drive commercial collaboration results to an agreed target level. The role also focuses on ensuring consistent pricing in line with the agreed pricing model and working with clients and teams to improve client profitability where required.

Responsibilities

• The role will proactively drive, direct, and develop the Debt & Credit growth strategy. Measures towards this include, but will not be limited to:
• Drive the roll out and monitor the execution of a global Debt & Credit Sales Strategy
• Setting up and maintaining a framework and platform to stimulate commercial collaboration for debt & credit clients and new opportunities between the IQ-EQ offices
• Support the continuous development of IQ-EQ’s global value proposition for debt & credit clients
• Develop a consultative approach to differentiate our offering vs competition
• Conduct market research, client and competitor analysis to identify new business opportunities
• Expand service offering with new partnerships for debt & credit clients working closely with Global Head of DCM&C
• Assist with Tier 1 Debt & Credit pitches and increase conversion rate of debt & credit RFPs with working closely on multi-jurisdictional deals with Global Sales Enablement
• Collaborate closely with the Head of DCM&C on identifying loan administration opportunities among our debt & credit client base in addition to our fund administration and ancillary products
• Together with local CCOs ensure accurate and timely pipeline management and conversion of key debt & credit opportunities
• Manage & monitor pricing policy across the Group for debt & credit prospective clients
• Develop business partner relationships via proactive & coordinated planning with regional CCOs, and join key business partner meetings
• Build strategic relationships with key decision-makers within Tier 1 debt & credit clients of the Group, and join / lead SRR client reviews
• Ensure that Client Plans are developed and maintained for key debt & credit clients setting out our approach to maximising revenue growth opportunities with each client through up-sell and commercial collaboration
• By using available management information, monitor long-term profitability of key debt & credit client relationships and assist local teams if required in negotiations to increase profitability
• Establish any gaps in the provision of a best practice solution for Debt & Credit and address accordingly. Consider any technology enhancements and in conjunction with Global Head of DCM&C engage with Operations and Technology in establishing solutions which may enhance our offering and expedite delivery and enhance our win rate
• Monitor market and identify lift out opportunities of debt & credit managers working closely with Global Head of DCM&C
• Actively promote a constructive “pro-compliance” culture at Local, Regional, and Group level
• Liaise with Group marketing and Global Head of DCM&C to set out business development plan objectives for debt & credit using brand profile, marketing collateral and event management and responsible for thought leadership initiatives for debt & credit including LinkedIn Campaigns in the sector
• Ensure target market/sector awareness and market intelligence to support new product development & promotion

Key competencies

• Drives vision and purpose
• Ensures accountability
• Strategic mindset
• Financial acumen
• Global perspective
• Manages complexity
• Drive engagement

Key behaviours

In addition to demonstrating our Group Values (Authentic, Bold, and Collaborative), the role holder will be expected to demonstrate the following traits:

• Positivity
• High energy
• Relationship building
• Taking ownership
• Resilience
• Prioritisation
• Proactivity

As evidence by the following behaviours:

• Effective influencing skills and an ability to lead within asset class and collaborate with cross segment leads
• Evidence of role modelling effective skills as a team player and promoting teamwork and collaboration amongst others
• Evidence of commitment to high standard of customer service based on understanding needs and delivering solutions
• Highly effective listening skills and able to make and communicate rational judgments in a decisive manner
• Continuously represent and promote IQ-EQ as “one company” within and outside the organisation with an entrepreneurial spirit

Qualifications

Degree in Accounting, Law, Business Management or a related field, and at least one U.S. recognised, relevant professional qualification

Background experience

15+ years’ experience in the Debt & Credit sector, a portion of which at senior leadership level. Proven experience in commercial client facing roles, and experience with Big4 or asset manager is an advantage. Specialisation in debt & credit is required. Extensive experience in alternative investment funds, debt & credit technologies, regulatory environment, structures and debt origination, loan administration and securitisation structures. Demonstrated accomplishments in Sales and Business Development.

Company, product and market knowledge

Understanding of business process management and optimisation, as well as the principle of continuous improvement

Management and leadership

Superior management skills and track record in senior leadership role

Additional Information

OUR COMMITMENT TO YOU AND THE ENVIRONMENT

As a forward-looking business, sustainability is integral to our strategy and operations. Our sustainability depends on us building and maintaining meaningful, long-term relationships with all our stakeholders – including our employees, clients, and local communities – while also reducing our impact on our natural environment. There is always more we can, and should do, to improve – whether in relation to our people, our clients, our planet, or our governance. Our ongoing success as a business depends on our sustainability and agility in a changing and challenging global landscape. We’re committed to fostering an inclusive, equitable and diverse culture for our people, led by our Diversity, Equity, and Inclusion steering committee. Our learning and development programmes and systems (including PowerU and MyCampus) enable us to invest in growing our employees’ careers, while our hybrid working approach supports our employees in achieving balance and flexibility while remaining connected to their colleagues. We want to empower our 5,500+ employees - from 94 nationalities, speaking 41 languages across 25 countries - to each achieve their potential. Through IQ-EQ Launchpad we support female managers launching their first fund, in an environment where only 15% of all private equity and venture capital firms are gender balanced. We’re committed to growing long-term relationships with our clients and supporting them in achieving their objectives. We understand that our clients' sustainability and success leads to our sustainability and success. We’re emotionally invested in our clients right from the beginning.