Job description
Responsibilities (how we will measure success)
To maximize sales earnings and profitability by winning new clients, achieved by successful implementation of the sales plan. On-going contribution to the continued improvement of the sales and marketing team through the development of documentation and processes that support short, medium and long term sales and marketing strategies.
Tasks (what does the role do on a day-to-day basis)
- Required to market and sell fund administration services and business development across North and East Asia in particular, Greater China
- Win new business prospects by creating, refining and implementing Asia sales strategy
- Manage and develop the new business sales process, procedures and related documentation
- Lead relationships with third parties (lawyers, accountants, placement agents, financial advisers, valuation providers, bankers, etc.)
- Manage and refine marketing strategy including promotional activities such as mailshots and press releases
- Represent IQEQ at industry seminars, networking events and conferences
- Target profitable potential leads aligned with IQEQ’s target business profile and sector
- Lead sales process from initial contact, meeting and presentations, fee proposal process, negotiation and closing
- Create and deliver presentations, RFPs and fee proposals
- Develop an understanding of new clients’ business model and processes. Identify opportunities to add value to clients through referrals and introductions to other product ranges which will result in additional income
- Establish and foster effective relationships with new business prospects and industry contacts to strengthen IQEQs’ name and reputation within the industry
- Facilitate an effective end-to-end lead generation engagement process when tendering for business
- Contribute to the collection of market intelligence to ensure IQEQ has up-to-date data on potential target customer base and competitors
- Maintain hands-on relationships with new clients until they are taken on by client services team
- Act as the facilitator and coordinate work required from IQEQ by the client in the new business stage to ensure that it is successfully completed
- Manage and complete work required by the client in the new business stage (including guidance through the fund-raising stage, interaction with fund formation lawyers, and assistance with fund documentation as required by the client)
- Develop and refine the sales function by mapping out sales-related processes/procedures and communicating these to the team
Key competencies for position and level (see Group Competency model)
- Customer focus
- Being Resilient
- Collaborates
- Directs work
- Key behaviors we expect to see
In addition to demonstrating our Group Values (Authentic, Bold, and Collaborative), the role holder will be expected to demonstrate the following:
- Relationship building
- Team working
- Organization
- Prioritization
- Resilience
- Positive