Commercial Director - Capital Markets

Location: Amsterdam, The Netherlands, Frankfurt, Germany, London, United Kingdom, Munich, Germany, Global

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Job Purpose

The Commercial Director -Capital Markets will be focused on Business Development activities, including administering, and selling a range of Agency, Issuer, Trustee and Administration Services within Capital Markets, predominantly in the Loan, Structured Finance and Project Finance space. Reporting to the EMEA Head of Capital Markets, the successful candidate will develop and maintain a network of intermediaries and prospects, converting those prospects into clients, while also upselling and cross selling to an existing client portfolio and assisting with group-wide business development efforts across the 40+ offices comprising the Capital Markets group. The individual will ideally have experience working at a leading provider of corporate trust and agency services, covering domestic and cross-border transactions.

Key Responsibilities

• Leverage an ever-developing personal network of Capital Markets contacts to self-generate new clients and effectively handle warm leads in the Financial Service industry.
• Develop and manage relationships within the Capital Markets/Financial Service Industry.
• Operate as a business subject matter expert for the TMF Capital Markets group in its pursuit of obtaining and keeping high growth potential businesses.
• Possess a Business, Financial Services, or a Finance background with a foundation of having directly driven customer engagement and interactions at the highest levels of companies.
• Continue to assess and analyze the market landscape and opportunity for the TMF Capital Market platform.
• Discover, capture, and report learnings from the field about customer and TMF challenges and opportunities as they relate to the TMF Capital Markets platform.
• Collaborate with generalist colleagues across the TMF Business Development team to better serve the needs of Capital Markets customers and engaging in senior-level customer meetings to discuss business challenges, and explore how the TMF platform can help address those challenges.
• Prepare and provide business reviews to the senior management team regarding progress and metrics of growing capital markets strategy and business plan.
• Possess strong knowledge of the global capital markets including: bond issues, syndicated loans, structured finance, aviation and project finance.
• Possess strong knowledge of the use of SPVs for a broad range of capital markets transactions;
• Identify and optimize sales opportunities, using knowledge of the market and competitors, as well as TMF’s unique selling propositions and differentiators.
• Develop and maintain a network of prospects that will enable a strong, consistent pipeline for conversion into sales.
• Utilize effective relationships to maximize opportunities for cross referrals
• Manage the contact to contract sales process efficiently and effectively, with transparency.
• Develop proposals that address clients’ needs, concerns and objectives.
• Work as part of a deal team to ensure the best customer experience and response.
• Leverage input from other internal teams to maximize overall deal value to the business.
• Lead the coordination and presentation of multi-jurisdictional sales proposals to international clients.
• Drive cross-selling opportunities, working with existing clients as they expand into or operate in other jurisdictions serviced by TMF offices in over 80 countries across the globe.
• Meet monthly, quarterly, and annual revenue targets, aligned with the company’s objectives
• Contribute to the development of the sales team, boosting overall productivity and effectiveness, and improving conversion rates
• Work with leadership to implement best practice, and create strategies for sales improvement based on market research and/or competitor analysis

Key Qualifications:

• Bachelor’s degree, preferably in a business-related field.
• 5+ years of business development, leadership and sales experience within the Banking/Financial Services industry.
• Excellent English written and verbal communication skills.
• Ability to build strong relationships with clients and prospective clients at all levels, along with the intermediaries who support them.
• Able to “solution sell”, defined as the ability to listen to the client’s needs and adapting the sale to best meet those needs, understanding that this concept is more important than making a hard sell.
• Able to manage coordination of complex multi-jurisdictional proposals involving multiple business lines.
• Self-motivated and able to work both independently and as part of a team.
• Strong communication, negotiation and influencing skills.
• Results-oriented, and able to manage their priorities/workload.
• Regular travel may be required.

Applications close: 03 Feb 2023 India Standard Time