Commercial Director - Private Client & Corporate Services

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 in the Americas. The successful candidate will work with the service line jurisdictional leadership team and will be expected to fully understand the services offered by each of the jurisdictions in which we operate. 

Depending on the experience / expertise of the candidate there may also be an element of local, operational oversight. Including, but not limited to, development of local proposition (in line with client demand), recruitment/training/management of local Corporate Services resource, providing billable services to our clients. 

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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