Commercial Director - Private Client & Corporate Services

Job Description

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. 

#LI-AM1

Qualifications

Knowledge, Skills & Experience 

• At least five years’ relevant experience selling our products & services (Private Client sales experience is essential)
• Previously had trust experience 
• An existing network in the Cayman Islands 
• 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. 

Additional Information

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.