Commercial Director - Private Client & Corporate Services

Purpose of the Job  

The core focus of this role is to drive the generation of new business and increase revenue 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 and expertise of the candidate, there may also be an element of local client facing work, including, but not limited to, development of a local proposition (in line with client demand), recruitment, training and management of local Corporate Services resources, and 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.
• Achieve and exceed personal new business targets, including identifying and implementing new business acquisition initiatives.
• Build a personal 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 Directors and Associate Commercial Directors to achieve new business sales objectives.
• Lead on deal terms throughout the sales cycle.
• Lead commercial negotiations in line with agreed parameters.
• Ensure that Salesforce, Ocorian's client relationship management 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 and fee proposals, and related financial analysis.
• Work with colleagues in other regions to build a collaborative sales culture.
• Position the business to capitalise on upsell and cross-sell opportunities with existing clients.
• Build the business's brand to generate quality leads via attendance and participation at industry events, branded events, and thought leadership articles, press releases, and client newsletters.
• Develop and manage the intermediary and third-party services provider network, particularly onshore law firms, regulatory and start-up consultants, advisors, fund platforms, banks, auditors, technology vendors, and, where appropriate, other services providers.
• Grow the reputation of the business as a trusted provider of high-quality services with high net-worth investors, family offices, financial institutions, asset managers, multi-national corporations and other client types via targeted marketing campaigns.

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