Commercial Director

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. 

Purpose of the Job

The core focus of this specific role is to drive the generation of new business and increase revenue for our business globally. The successful candidate will work with the Service line leadership team, corporate directors and will be expected to fully understand the services offered by each of the jurisdictions in which we operate.

We have identified an opportunity to sell our Lux services to the German market. Although this role will not be jurisdictionally limited, the successful candidate can sell anywhere within the Ocorian network, we will be giving preference to candidates who have networks / experience relevant to Lux Corp and Fund solutions.

Main Responsibilities

• To play a central role in the origination of valuable new business opportunities in line with the relevant business strategies, and to:
• Achieve and exceed personal new business targets including identifying and implementing new business acquisition initiatives.
• Build own sales pipeline by identifying and winning new business across our key service line distribution and servicing markets.
• Obtain a detailed understanding of both current and potential clients, with a focus on long-term client relationships and profitable revenue generation.
• Work collaboratively with colleagues and in particular with other Commercial Director and Associate Commercial Director professionals to achieve new business sales objectives.
• Lead deal terms throughout the sales cycle.
• Lead commercial negotiations in line with agreed parameters.
• Ensure that salesforce, Ocorian's CRM system is updated with all Contact, Lead, Opportunity, Campaign and Activity changes on an ongoing basis.
• Comply with procedures for the maintenance of salesforce pipeline information, call reports, proposal templates, service / fee proposals and related financial analysis.
• Work with colleagues in other regions to build a collaborative sales culture.
• Position the business to be the best placed to capitalize on upsell and cross-sell opportunities with existing clients.
• Build the business' brand to generate quality leads via:
  • Attendance and participation at industry events.
  • Branded events
  • Thought leadership articles, press releases, client newsletters.
• Develop and manage the intermediary and third-party services provider network (particularly onshore and offshore law firms, regulatory/start-up consultants, advisors, fund platforms, banks, auditors, technology vendors and (where appropriate) other services providers.
• Grow the business' reputation as a trusted provider of high-quality services with institutional investors, family offices, fund of funds, financial institutions, private banks and other allocators of capital via targeted marketing campaigns.

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Knowledge, Skills & Experience

• At least five years' relevant experience selling our products & services
• Sales management experience in an investment bank, trustee, asset management or administration firm.
• As a result of study and experience they will possess a comprehensive understanding and knowledge of relevant legislation and regulations insofar as it pertains to our industry allowing a consultative sell to target clients.

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.