Commercial Director

Job Description

Responsibilities

The Commercial Director (CD) is responsible for the commercial, growth plans and go to-market approach in UAE and the broader GCC Region in line with the associated Business Plan objectives. The CD is also responsible for the origination, development, management and delivery of incremental new (direct) profitable business to achieve financial & non-financial key performance indicators. He/She needs to develop key introducer relationships and manage direct sales pipeline as well as lead the profitable growth of the UAE business and IQEQ franchise in line with relevant KPI's.

To develop and implement a comprehensive marketing strategy covering the three main business segments of IQEQ viz., Funds and Asset Managers, Private & Institutional clients and Corporates.

Reporting to the Country Head, with dual reporting to the Regional CCO, the CD works in collaboration and builds functional relationship with finance, compliance, client relationship directors and other business units.

Tasks

• Develop/implement commercial and business development strategies for agreed target markets/clients
• Ensure efficient and seamless new client end-to-end on-boarding process
• Conduct market research, client and competitor analysis to identify new business opportunities
• Liaise with Country Head, Regional CCO, CRD and Marketing to compliment business development plan objectives using brand profile, marketing collateral and event management/entertaining
• Ensure target market/sector awareness and market intelligence to support new product development & promotion
• Lead, influence & motivate colleagues to ensure the highest levels of client service
• Effective cooperation / liaison / x-referrals with key stakeholders across the Group
• Ensure adherence to relevant policy, licenses, regulation & legislation, including x-border business solicitation awareness & requirements
• Manage business development budget, including ensuring pipeline management on the CRM system, ensuring business partners and prospects / clients interactions are uploaded on the CRM system and ensure new business and conversion reports are up-to-date
• Manage & monitor pricing policy for prospective / new clients' services
• Manage seamless handover to administration teams to on-board new clients
• Manage introducer relationships effective via proactive & coordinated planning
• Participate actively at conferences, events and webinar by taking speaker or moderator opportunities
• Participate in writing articles, thought-leadership piece and co-author publications with business partners and prospects / clients
• Manage and lead team of business development resources in the region
• Ensure protection of information assets of IQ-EQ UAE and to abide by the ISMS in place at IQ-EQ ADGM

Key competencies for position and level

• Drives engagement
• Manages complexity
• Drives vision and purpose
• Cultivates innovation
• Global perspective

Skills

• Project and scope management experience
• Demonstrable track record of business development/sales success
• Excellent communication, client relationship and presentation skills at all levels
• Excellent English language verbal and written communication
• Good teamwork and organization skills
• Accomplished network/networker with existing network of business opportunities
• Outstanding client relationship management, sales and negotiation skills

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:

• Accuracy
• Authenticity
• Collaboration
• Organization
• Proactivity
• Relationship building
• Taking ownership