Associate Commercial Director
Full-time Region: MEA Jurisdiction: Dubai
Company Description
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.
Job Description
Purpose of the Role
The role of business development 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 of this role is to drive the generation of new business and increase revenue for our funds, capital markets, corporate and institutional businesses.
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 new business targets including identifying and implementing new business development initiatives. Obtain a detailed understanding of both current and potential clients, with a focus on long-term client relationships and profitable revenue generation. Identify and win new business from US based prospects (or other assigned region(s) as required), targeting both start-ups and established businesses focusing on funds but being aware of opportunities in capital markets, corporate and institutional clients. Specifically target Investment Managers (more so than intermediaries) to open door for experienced SMEs and Sales team to collaborate and close deals. Work collaboratively with colleagues and in particular with other business development professionals to achieve business sales objectives. Manage the opportunities throughout the sales cycle. Support the wider team in commercial negotiations in line with agreed parameters. Comply with procedures for the maintenance of pipeline information, call reports, proposal templates, service / fee proposals and related financial analysis. Ensure that the Salesforce.com CRM system is updated with all contact and activity and changes on an ongoing basis. Work with colleagues in other regions and products to build a collaborative sales culture. Provide feedback from prospects to wider team. Position the business to be the best placed to capitalise on upsell and cross-sell opportunities with existing clients. Build the business' brand to generate quality leads via: Attendance and participation at industry events – breakfasts, webinars, roundtables, conferences, drinks. Branded events. Thought leadership articles, press releases, client newsletter. Assist in the development 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.
Qualifications
Knowledge, Skills & Experience
Ideally, at least 2-5 years’ sales experience. Direct and recent experience in selling administration, management company services or technology, software to Private Equity, Real estate, Venture Capital, Infrastructure and Credit Managers. Existing network and strong relationships with US Investment Managers in Real Estate, Private Equity, Venture Capital, Infrastructure or Credit
Competencies
Excellent interpersonal skills and the ability to communicate effectively with clients and colleagues at all levels. Ability to work under pressure and meet deadlines. A solution-driven attitude to managing problems. Ability to work using own initiative and make decisions within strict corporate policies and procedures. Strong time management, organisational and IT skills
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 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.
Associate Commercial Director
Dubai - United Arab Emirates * Full-time
