Director Business Development, Middle & Back Office Services (New York or Boston Metropolitan Areas)

As a member of the North American Sales organization, the Director of Business Development, will be responsible for selling middle to back office buy-side services. This will include: Compliance rules Support, Trade Operations Support, Settlements, Daily reconciliations, Shadow NAV Accounting, contingency NAV Support, Transfer Agency & Shareholder Accounting, etc. 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 CFO, COO suites.

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 client accounts and by leveraging one’s earlier relationships for selling high value added services.
  • Negotiate at the middle to back office COO, CFO, Head of Operations, etc, 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
  • 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.

  • Please contact Pam Inglis for more details at Ref: Rostie Job ID# 3334