Commercial Director - Capital Markets (Fiduciary Services)Full-timeRegion: UK, CI and IrelandJurisdiction: DublinFund services | Corporate | Capital markets | Private client | Regulatory & ComplianceWe 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.Purpose of the JobThe role of commercial director is to originate and manage relationships with high quality, long-term and profitable clients in a manner that is consistent with the objectives, values and policies of the business, whilst remaining compliant with external regulatory requirements.The core focus is on the Capital Market offerings of Ocorian in the UK and EMEA region to drive the generation of new business and increase revenue, through the implementation of a variety of business development initiatives aimed at growing the business, profile and brand and positively influencing and developing its reputation.The successful candidate will work with the capital markets business development team members and service line business partners and will be expected to fully understand the services offered by each of the jurisdictions in which we operate, specifically capital markets.The successful candidate will be a self-starter with a mature and established intermediary network as well as direct client relationships with potential new business opportunities.Main ResponsibilitiesPlay 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 assisting in the creation and implementation of new BD initiatives.Identify and win new business mainly in the UK & European market (or other assigned region(s) as required), targeting both start-ups and established businesses, spanning the capital market segments.Identify cross-sell opportunities collaboratively with other sales team members across Global Funds, Private Client, Corporate Services and Regulatory and Compliance Services.Grow the business's reputation as a trusted provider of high-quality services via targeted marketing campaigns.Develop and manage a productive intermediary and third party services provider network.Obtain a detailed understanding of both current and potential clients, with a focus on long term client relationships and profitable revenue generation.Gather feedback from clients to understand their satisfaction levels and areas for improvement.Lead commercial negotiations in line with agreed parameters.Comply with procedures for the maintenance of pipeline information and related financial analysis.Ensure that the Salesforce CRM system is updated with all contact and activity on a minimum of a weekly basis.Work with colleagues in other regions to build a collaborative sales culture.Build the business' brand to generate quality leads via attendance and participation at industry events, branded events, and thought leadership articles.Evaluate and manage risks associated with sales activities and ensure compliance with regulatory requirements and internal policies.Knowledge, Skills & ExperienceAt least seven years proven business development track record in business to business services, with a minimum of three years in selling SPV Set up and Management, Accounting and Tax and Regulatory Reporting.Proven experience of working with Managing Directors/senior management in the development of client relationships.Ideally an understanding of the onshore and offshore administration market and services.Highly computer literate (with knowledge of Word, Excel, and PowerPoint).Effective time management and organisational skills.Experience of working with CRM systems, ideally Salesforce.Excellent project management skills.A dynamic, self-starter with strong communication skills.A positive and enthusiastic team player with drive, initiative and flexibility.Commercially aware.Able to produce high quality work when under pressure.Confident, assertive and resilient.Equal Opportunities for EveryonePlease let us know if there’s anything we can do to make the process easier for you. You can reach us at careers@ocorian.com.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.
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