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For Companies At a Glance
- Tasks: Drive global growth by managing client relationships and leading sales initiatives.
- Company: Join Tonic, a leading Capital Markets Consultancy with a focus on expertise and innovation.
- Benefits: Competitive salary, travel opportunities, and access to industry experts.
- Why this job: Make a real impact in a dynamic environment while working with top-tier clients.
- Qualifications: 15+ years in sales or business development within capital markets consulting.
- Other info: Collaborative culture with excellent career advancement opportunities.
The predicted salary is between 72000 - 108000 £ per year.
About Tonic
Tonic is an expertise-led Capital Markets Consultancy, unlike other consultancies…..in a good way.
Well actually, in lots of ways.
But mainly because we leverage genuine expertise across the front-to-back trade lifecycle to provide a superior service model for our clients.
Our transformation and cross-domain expertise, combined with our client-focus, means that we accelerate our clients’ business objectives via tailored solutions, driven by their unique, evolving needs.
We focus on domains that are relevant, exciting and often high growth. These include but are not limited to collateral services, post-trade, securities finance, digital (crypto, DLT, tokenization), sustainability, legal and onboarding.
We combine deep domain expertise with delivery excellence, enabling our clients to achieve strategic outcomes in a rapidly evolving regulatory and market landscape.
We’re also product-agnostic, with our consultancy services covering derivatives (uncleared, cleared, listed), securities lending, repo and more.
MORE Expertise. MORE Trust. MORE Achieved.
Role Purpose
As Tonic continues to strengthen its reputation as a leading Capital Markets consultancy, we are looking for a Client Director to drive global growth across our key clients.
In this role, you will own and grow client relationships across Tonic’s core domains, managing the full sales lifecycle from opportunity origination to close and renewal.
You will lead strategic account development, commercial negotiations, and opportunity conversion, ensuring ambitious revenue and margin targets are achieved.
We are looking for someone who can both hunt and farm: winning new logos, expanding existing relationships, entering new geographies and divisions, and ensuring long-term client satisfaction. You will leverage our strong existing client base including major custodians, banks, and digital firms as a platform for growth.
You will work closely with Tonic’s Domain Heads, true experts in their fields, to develop and sell go-to-market strategies across target markets and clients. The role requires up to 25% travel to US-based clients to support business development and relationship management.
Reporting to the Global Head of Client Management, you will have access to guidance and support from the entire Tonic team.
Key Responsibilities
- Sales & Business Development
- Own sales across Tonic, driving both new client acquisition and expansion of existing accounts.
- Lead RFP responses, proposals, and commercial negotiations, ensuring high-quality submissions and client-ready materials.
- Develop commercially persuasive proposals, estimates, and pricing models to close opportunities.
- Originate, structure, and close consulting, advisory, transformation, and augmentation engagements.
- Represent Tonic at industry events and forums to build visibility and generate pipeline.
- Client Partnerships & Account Management
- Act as the primary sales owner for new client logos, automatically assuming Client Partner responsibility.
- Build and sustain senior client relationships across C-suite, Product, Operations and Technology leadership.
- Own the overall account plan and be accountable for sales targets, margin, and renewal outcomes. Including client stakeholder mapping.
- Lead all client account governance meetings, ensuring proactive communication and strategic account growth.
- Identify and prioritise services and domains aligned to client needs and Tonic’s propositions.
- Selling Tonic Domain Go to Market Campaigns across accounts and new logos.
- Commercial Governance & Sales Operations
- Own the end-to-end sales lifecycle, including lead generation, proposal definition, commercial shaping, sale close, contracting, and renewal.
- Create and manage Statements of Work (SoWs), MSAs, and commercial agreements.
- Ensure all leads and opportunities are accurately captured in Tonic’s CRM with full pipeline visibility, client interactions and sales call reports.
- Leverage formal sales training and expertise in Challenger and MEDDIC methodologies to qualify opportunities, shape client conversations, and accelerate deal conversion across strategic accounts.
- Track and report key account metrics, including revenue, margins, renewals, and pipeline guidance numbers.
- Manage SoW budget burndown in line with client demand and delivery cadence.
Required Experience & Skills
- 15+ years’ experience in sales, business development, or client partner roles within capital markets consulting or tech vendor solutions/fintech eco system
- Proven success in consulting sales within Tonic’s core domains:
- Collateral Management
- Securities Finance
- Post-Trade Operations
- Digital / Fintech Transformation (Tokenisation, AI/ML, Data)
- Track record of originating and closing consulting/advisory/transformation deals.
- Commercial acumen to structure complex proposals and negotiate at senior levels.
- Experience of building client account revenues to annual contract value (ACV) exceeding £5M across multiple service towers, driving growth and ensuring client satisfaction.
- Strong network across custodian banks and major infrastructure providers, including CSDs & CCPs
- Access to network across Tier 1/2 banks, buy-side firms and key fintech vendors
- Comfortable operating in high-growth, entrepreneurial environments and smaller, agile teams.
- Excellent influencing, presentation, and relationship-building skills.
Preferred Profile
- Leadership roles in international capital markets consultancies, with direct sales accountability (PnL).
- Understanding of Collateral Management, Post trade, Sec Finance, digital domains
- Demonstrated ability to build a book of work or expand market presence at prior firms and win net new business .
- Strong people and collaboration skills working as a team player
- Highly motivated, honest and able to work with ambiguity
- People person – Confident and strong communicator, with all levels and types of stakeholders, without exception..
Qualifications
- A high-scoring university degree
- Management training, ideally with an accompanying qualification
- Possess formal sales training or deep understanding of Challenger or MEDDIC frameworks to drive opportunity qualification, strategic account growth, and successful deal closure.
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Client Director Consulting · UK · employer: Thetonicconsultancy
Contact Detail:
Thetonicconsultancy Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Client Director Consulting · UK ·
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks at events or online. The more people you know, the better your chances of landing that Client Director role.
✨Tip Number 2
Show off your expertise! When chatting with potential employers, highlight your experience in capital markets consulting and how you've driven growth in previous roles. Make them see why you're the perfect fit for Tonic.
✨Tip Number 3
Be proactive! Don’t just wait for job openings to pop up. Reach out directly to Tonic or similar companies and express your interest. A little initiative can go a long way!
✨Tip Number 4
Prepare for those interviews! Research Tonic’s core domains and come ready with ideas on how you can contribute to their growth. Show them you’re not just another candidate, but someone who can make a real impact.
We think you need these skills to ace Client Director Consulting · UK ·
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Client Director role. Highlight your experience in capital markets consulting and how it aligns with Tonic's focus on client relationships and sales growth.
Showcase Your Achievements: Don’t just list your responsibilities; share specific achievements that demonstrate your success in sales and business development. Use numbers and examples to illustrate how you've driven growth and client satisfaction.
Be Authentic: Let your personality shine through in your application. Tonic values genuine expertise and a client-focused approach, so be sure to convey your passion for the industry and your commitment to building strong client partnerships.
Apply Through Our Website: We encourage you to submit your application directly through our website. This ensures your application is seen by the right people and gives you the best chance to stand out in the process!
How to prepare for a job interview at Thetonicconsultancy
✨Know Your Stuff
Make sure you brush up on Tonic's core domains like collateral management and digital transformation. Being able to discuss these topics confidently will show that you're genuinely interested and knowledgeable about the consultancy's focus areas.
✨Showcase Your Sales Skills
Prepare specific examples of how you've successfully driven sales and managed client relationships in the past. Highlight your experience with complex proposals and negotiations, as this role requires a strong commercial acumen.
✨Understand the Client Landscape
Familiarise yourself with Tonic's existing client base, including major custodians and banks. Knowing who they are and what their needs might be will help you demonstrate how you can leverage these relationships for growth.
✨Be Ready to Travel
Since the role involves up to 25% travel to US-based clients, be prepared to discuss your flexibility and willingness to travel. This shows that you're committed to building those crucial client relationships and driving business development.
