Ref: Rostie Job ID# 3335
As a member of the North American Sales organization, the Director of Business Development, will be responsible for selling our Client’s’ front office buy-side outsourced services This will include: Fundamental Research Support, Valuation & Financial Modeling, Risk & Portfolio Analytics and Cognitive Investment Data Management. This seasoned business development executive will focus on building a pipeline and generating new client business. The successful candidate will display a strong understanding of the asset management industry and be comfortable presenting fully integrated technology and staffing solutions to senior level executives. In addition to having 7-10+ years of business development experience positioning solutions in the investment management arena, the ideal candidate will possess excellent verbal, written, interpersonal and relationship selling skills.
This a rewarding direct sales opportunity for a hunter who has a demonstrated track record of new business quota achievement selling outsourced fund business services into the buy-side CIO suite.
Essential Duties/Responsibilities
- Run high quality Enterprise sales cycles which includes:-
- Identifying and initiating new sales opportunities by prospecting new clients
- Leveraging existing client relationships and networks to generate commercial interest
- Qualification and generating demand at clients and prospects
- Creating compelling value propositions mapped to client business needs
- Negotiating and closing complex agreements
- Own quota to be attained by selling to new accounts & by leveraging one’s earlier relationships for selling high value added services to
- o Investment research
- o Portfolio monitoring
- o Investor reporting
- o Risk and compliance support
- o Other servicesOther services
- Negotiate at the front office COO/CXO level to build a broad vision of outsourcing and associated benefits
- Ensure complete client coverage by calling upon the support of subject matter specialists and marketing teams in India
- Provide accurate forecasts and pipeline information to management
- Meet established revenue targets, while creating new and enhanced customer relationships and ensuring client satisfaction
- Position requires travel
Requirements
- Bachelors’ degree (or equivalent) in Finance, Economics or related area is highly desirable
- Ability to source, identify and develop new business opportunities
- Past experience of working with investment analysts and portfolio managers is highly preferred
- Ability to sell on a needs/solutions approach and ability to engage with senior business users, COO’s, CIO’s, Chief Credit Officers, CRO’s, CCO’s and Procurement Managers
- Ability to influence key decision makers during the full life cycle of the sales process
- Strong presentation and negotiation skills as well as outstanding client relationship management experience
- Experience in leading sales efforts, proposal development and closing deals
- Strong communication skills, both oral and written
- Creative problem-solving skills and ability to diagnose issues and develop solutions
- Ability to multi task and meet short deadlines
- Ability to work both independently and within a team environment, with focus and high attention to detail
Competencies
- Task Management – Organizing and prioritizing tasks. Managing time to maximize personal productivity. Estimating task duration and completing tasks when promised. Multi-tasking.
- Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one. < /LI>
- Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. Making good decisions and solving problems while under pressure.< /LI>
- Attitude & Teamwork– Projecting confidence tempered with humility. Must be a team player willing both to steer the team towards success and to fully support the team when others are steering. < /LI>
- Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.