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.
- Other info: Collaborative culture with excellent career advancement opportunities.
- 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.
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.
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.
We are committed to providing fair employment opportunities to all our employees and applicants. We encourage applications from people of all ages, abilities, gender identities, sexual orientations, marital statuses, races, faiths, and socioeconomic backgrounds. If you require any assistance throughout the interview process to improve your experience, kindly let us know.
#J-18808-Ljbffr
Client Director in London employer: Tonic
As a leading recruitment business with over 20 years of experience, we pride ourselves on our strong performance and commitment to our employees. Our dynamic work culture fosters collaboration and innovation, providing ample opportunities for professional growth and development. Located in Reading, we offer a stable and rewarding environment where you can thrive as a Delivery Manager, making a meaningful impact in the temporary and contract recruitment space.
StudySmarter Expert Advice🤫
We think this is how you could land Client Director in London
✨Tap into Campus Networks
If you're still in uni, don’t forget to engage with your campus's career services and attend finance-related events. Banks often do presentations and recruitment drives on campus, so put yourself out there and make use of these opportunities to show off your passion for the field.
✨Get Certified
Consider pursuing relevant certifications like the CFA or ACCA while you’re job hunting. They not only beef up your CV but also connect you with professional bodies which can lead to networking opportunities and even job openings in banking and financial services.
✨Connect on Professional Platforms
Join finance-focused groups on platforms like LinkedIn and engage in discussions. This can really help you stand out from the crowd, allowing potential employers to see your knowledge and interest in industry trends. Plus, you might stumble upon job postings shared exclusively within the group.
✨Apply Directly and Be Proactive
Don’t shy away from reaching out directly to firms like Tonic. Use their websites and apply through them, but also consider following up with a polite email to express your enthusiasm. Being proactive can make a huge difference in getting noticed in the competitive financial services sector.
We think you need these skills to ace Client Director in London
Some tips for your application 🫡
Show Off Your Numbers!:In the banking and financial services world, quantifiable achievements are key. Make sure your CV highlights your grades in relevant subjects, any financial certifications you hold, and specific projects where you've delivered measurable results. Employers love to see how your skills translate into real-world success.
Tailor Your Cover Letter to the Role:When applying for a full-time position, your cover letter should make a direct connection between your experience and the job description. Don't just state your enthusiasm for finance—dive into how your background in banking or financial analysis sets you apart. Let your passion shine through while being specific about what you can bring to Tonic.
Include Relevant Financial Software Experience:If you've worked with financial modelling tools or software like Excel, SAP, or specific analytical tools during your studies or internships, bring that up! Highlighting your proficiency can really make your application pop and show you're ready to hit the ground running in a full-time role.
Research and Reflect:Before hitting that 'apply' button on Tonic's website, do a little digging. Look up their recent projects, values, and culture. Reflecting their ethos in your application can make a huge difference and show you’re genuinely interested in being part of the team!
How to prepare for a job interview at Tonic
✨Brush Up on Financial Analysis Skills
Make sure you're well-versed in financial concepts and analytical techniques relevant to banking and financial services. Get comfortable with tools like Excel for modelling or financial forecasting, as technical questions in this area are common during interviews with Tonic.
✨Prepare for Case Studies
Expect to tackle case studies that demonstrate your problem-solving skills in real-world banking scenarios. Familiarise yourself with the types of problems you might face—think risk assessments or investment evaluations—and be ready to articulate your thought process clearly.
✨Show Your Passion for Finance
Since this is a full-time position, employers at Tonic will be keen to see your genuine interest in finance. Be prepared to discuss recent industry trends or news articles that excite you, showcasing your enthusiasm and engagement with the field.
✨Network with Industry Professionals
Before your interview, reach out to current or former Tonic employees on platforms like LinkedIn. They'll offer unique insights into the company's culture and the interview process, which can give us a delightful edge in showcasing a good fit for the team.
