Commercial Director - Capital Markets (Fiduciary Services) | London, UK | Hybrid

Commercial Director – Capital Markets (Fiduciary Services)

Ocorian London, United Kingdom

Company Description
Fund services | Corporate | Capital markets | Private client | Regulatory & Compliance
We help clients succeed by unlocking new value through expertise, trust and scale. We deliver solutions that solve complex challenges faced by asset managers, financial institutions, corporates, high net-worth individuals and family offices.
With a curious mindset, we ask the right questions to get to the right solution, faster. We collaborate to win together, sharing successes and shaping the future of our global business. Our culture of support and recognition provides the tools and opportunities for you to grow, while unlocking the most value for our clients and making your mark with Ocorian.
Expertise: We deliver specialist, tech-enabled solutions for our clients grounded on deep industry expertise.
Trust : We’re a trusted partner to over 8,000 clients globally. We are proud to have long-lasting partnerships with our clients.
Scale : With more than 1,500 colleagues, we operate across 20+ countries, our scale enables us to support our clients globally and locally, providing a seamless client experience across borders and service lines.

Job Description
Purpose of the Job

• The role of commercial director is to originate and manage relationships with high quality, long-term and profitable clients in a manner that is consistent with the objectives, values and policies of the business, whilst remaining compliant with external regulatory requirements.
• The core focus is on the Capital Market offerings of Ocorian in the UK and EMEA region to drive the generation of new business and increase revenue, through the implementation of a variety of business development initiatives aimed at growing the business, profile and brand and positively influencing and developing its reputation.
• The successful candidate will work with the capital markets business development team members and service line business partners and will be expected to fully understand the services offered by each of the jurisdictions in which we operate, specifically capital markets.
• The successful candidate will be a self-starter with a mature and established intermediary network as well as direct client relationships with potential new business opportunities.

Main Responsibilities

• Play a central role in the origination of valuable new business opportunities in line with the relevant business strategies.
• Achieve and exceed personal new business targets including identifying and assisting in the creation and implementation of new BD initiatives.
• Identify and win new business mainly in the UK & European market (or other assigned region(s) as required), targeting both start-ups and established businesses, spanning the capital market segments.
• Identify cross-sell opportunities collaboratively with other sales team members across Global Funds, Private Client, Corporate Services and Regulatory and Compliance Services, across our global footprint, to drive new sales from existing clients.
• Grow the business’s reputation as a trusted provider of high-quality services with Trustee, Arrangers, banks, institutional investors and other allocators of capital via targeted marketing campaigns.
• Develop and manage a productive intermediary and third party services provider network (particularly onshore and offshore law firms, regulatory/start-up consultants, fund platforms, banks, auditors, technology vendors and (where appropriate) other service providers).
• Obtain a detailed understanding of both current and potential clients, with a focus on long term client relationships and profitable revenue generation.
• Gather feedback from clients to understand their satisfaction levels and areas for improvement, and incorporate it into sales strategies and product development.
• Position the business to be the best placed to capitalise on upsell and cross-sell opportunities with existing clients.
• 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 CRM system is updated with all contact and activity and changes on a minimum of a weekly basis.
• Work with colleagues in other regions to build a collaborative sales culture.
• Build the business’ brand to generate quality leads via attendance and participation at industry events, branded events, and thought leadership articles – value-added content-led sales and marketing campaigns.
• Evaluate and manage risks associated with sales activities and ensure compliance with regulatory requirements and internal policies in all sales activities.

Qualifications Required
Knowledge, Skills & Experience

• At least seven years proven business development track record in business to business services, with a minimum of three years (non-negotiable) in a selling SPV Set up and Management, Accounting and Tax and Regulatory Reporting (ECB, ESMA).
• Proven experience of working with Managing Directors/senior management in the development of client relationships.
• Ideally an understanding of the onshore and offshore administration market and services.
• Highly computer literate (with knowledge of Word, Excel, and PowerPoint).
• Effective time management and organisational skills.
• Experience of working with CRM (Client Relationship Management) systems, ideally Salesforce.
• Excellent project management skills.

Competencies

• A dynamic, self-starter with strong communication skills.
• A positive and enthusiastic team player with drive, initiative and flexibility.
• Commercially aware.
• Able to produce high quality work when under pressure.
• An individual with well-developed persuasion and influencing skills. Confident, assertive and resilient.
• Responsive, proactive and innovative.

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 CLIENT CENTRIC – Clients are at the centre of our world, and we’re committed to providing expertise and specialist solutions to meet their most complex challenges.
• We are AMBITIOUS – We aim high. We think and act globally, seizing every opportunity to delight our clients and support our colleagues – wherever in the world they may be.
• We are AGILE – We act on our initiative to get things done for our clients. Our independence gives us the flexibility and freedom to keep things simple, efficient and effective.
• We are COLLABORATIVE – With a curious mindset, we ask the right questions to get to the right solution, for our clients faster. We collaborate to win together and share our successes.
• We are ETHICAL – We behave with integrity at all times and assume positive intent, building trust through responsible actions and honest relationships.

Equal Opportunities for Everyone
Please let us know if there’s anything we can do to make the process easier for you. You can reach us at (email protected). We’re an equal opportunity employer. All applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, or veteran, neurodiversity or disability status.

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