Job Description Responsibilities:
The Director – Business Development actively promotes and positions IQ-EQ Group’s brand in view of developing and growing new sustainable business to enhance the group’s revenue and profitability. The Director – Business Development will principally promote IQ-EQ Mauritius’ product offering in the three segments:
- Fund and Asset Managers;
- Debt, Capital Markets and Corporate;
- Private, Institutional and Asset Owners (PIAO).
This role aims to enhance visibility of IQ-EQ in targeted markets, to capture new business opportunities.
Tasks:
Position the Group (principally the Company) as a service provider of choice whilst maintaining and developing introducer relationships in view of generating new business opportunities and revenue.
- Establish himself or herself as the prime contact for new client and business partner relationships within the African, Indian and US markets.
- Assist the Business Development Unit (‘BU’) with timely billing of clients as part of the on-boarding process.
- Contribute towards revenue growth of the BU and in meeting the sales target of the BU.
- Be actively involved in achieving the Company’s financial targets and generate incremental new business.
- Provide support in developing and reviewing the BU’s strategy.
- Contribute in devising new strategies and tactics to grow the business.
- Ensure effective business trips’ planning and timely provision of feedback report post business trips.
- Work closely with the marketing team to develop specific collaterals, presentation and publications to support business development initiatives.
- Ensure sector awareness and market intelligence to support new product development & promotion (including publishing thought leadership and attending/speaking at industry conferences and seminars).
- Manage the financial and contractual relationship with the client. Primary responsible for cash collection. Reviews/negotiates agreements if and when needed.
- Maintain and expand existing client portfolio revenues in size and quality (profit and loyalty).
- Build networks in client organizations in order to safeguard existing and spot new opportunities.
- Ensure that client’s requirements with regards to content, quality and time of delivery, legal and regulatory requirements, as well as internal compliance rules, are met in all dealings with clients.
- Represent and promote IQ-EQ as ‘one company’ to the clients.
- Prepare client offers and proposals.
- Analysis of client/account performance to improve the relationship and profitability (account profitability, scope, revenue trends, competitive analysis, perceived quality and account mapping).
- Verify invoices to clients before they are submitted.
- Contribute in devising new strategies and tactics to grow the business.
- Build up a pipeline of targets comprising of funds, corporate and trust business.
- Ensure consistent application of policy & process in line with Group requirements.
- Conduct market research, client and competitor analysis to identify new business opportunities.
- Prepare / assist in preparing RFPs, technical and financial proposals for clients as well as presentations, marketing materials and any other relevant collateral required.
- Identify and coordinate the Company’s participation in key events in view of building project pipeline.
- Ensure that the Company brand and reputation is maintained to the highest standards and also ensure that sales and revenue generation practices are consistent with the high standards of client service for which the company is known.
- Develop and build relationship with a network of introducers both locally and overseas in order to increase new business opportunities and revenue.
- Provide support in implementing new sales and business development initiatives in view of identifying new opportunities and seek referrals from clients. Responsibilities include execution of sales strategies, closing of sales propositions and meeting sales targets.
- Identify target markets/clients and complete detailed planning to win new business.
- Manage seamless handover to Client Service Directors and Business Implementation teams to on-board new clients.
- Manage introducer relationships via proactive & coordinated planning.
- Develop and maintain a good business partner engagement plan and activity.
- Identify clients’ needs and product gaps and liaise with product specialists in order to develop appropriate solutions.
- Understand clients’ needs in such a way that IQ-EQ can align its service offering.
- Represent IQ-EQ externally and expand brand awareness with existing relationships.
- Act as first point of contact for the new client for complex issues and complaints.
- Lead, or participate in, multi department, multi jurisdiction and multi-functional account teams to win/expand large accounts.
- Ensure close interaction with the product specialist and develop a close relationship with the team to support the business engagement.
- Work in close collaboration with Ops team to ensure the highest levels of client service.
- Ensure effective cooperation/liaison with key stakeholders across the Company and the Group.
- Be constantly abreast of latest sector/market developments as well as regulatory changes and transfer the knowledge to colleagues.
- Work in close collaboration with other members of the BU and product specialists to manage enquiries, RFPs, proposals, etc.
- Ensure adherence to relevant policy, licenses, regulation & legislation, including cross-border business solicitation awareness & requirements.
- Ensure protection of information assets of IQ-EQ and to abide by the ISMS in place at IQ-EQ.
Key competencies for position and level:
- Builds networks
- Drives results
- Persuades
- Business Insight
- Resourcefulness
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
- Approachability
- Attention to detail
- Prioritization
- Proactivity
- Relationship Building
- Taking ownership
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