Commercial Director (Private Client)

Job Description:

Ocorian’s Private Client BD team builds and manages relationships with HNW, UNW individuals and Family Offices as well as intermediaries and other third parties. All BD activity aligns with Ocorian’s objectives, values and policies and is compliant with external regulatory requirements.

The Private Client Sales Director  (APAC) is a senior, strategic position responsible for generating new business and revenue across the APAC market working closely with the Service Line Head, client facing teams and the broader Ocorian sales team. The role’s core objective is to identify, develop and implement business development initiatives and campaigns to introduce new clients to Ocorian and cross/up sell to our current client base.

The successful candidate will be based in Singapore or HK, is a self-starter with a mature and established intermediary network as well as direct client relationships with potential new business opportunities.

Main responsibilities:

BD activity

• Identify and target attractive Private Client market and client segments in Private Clients buying hubs, focusing on long-term client relationships and profitable revenue generation
• Develop and implement cross-sell initiatives across all Ocorian service lines to drive new sales from existing clients and increase revenue within the Private Client base
• Develop and manage Private Client intermediary and third party service provider relationships to increase referrals
• Advise on strategic initiatives including product development and acquisitions, as required

BD targets and pipeline management

• Achieve and exceed personal BD targets
• Manage opportunities from inception through the sales cycle to onboarding and won-live
• Maintain BD pipeline information, call reports, proposal templates, service / fee proposals and related financial analysis
• Ensure that the Salesforce CRM system is updated with all contact and activity data

Market profile

• Build Ocorian’s market position to generate quality sales leads via:
• Attendance and participation at industry events and Ocorian hosted events
• Thought leadership articles, press releases, client newsletters etc

Qualifications Required:

Knowledge, Skills & Experience

• Educated to degree level, with a relevant professional qualification
• At least five years’ proven business development experience in professional services, with a minimum of three years in a Private Client based role
• Proven experience developing relationships at Managing Directors/senior management levels
• An understanding of the onshore and offshore administration market and services is preferred
• Highly computer literate (with knowledge of Word, Excel, and PowerPoint)
• Effective time management and organisational skills
• Experience of working with CRM systems, ideally Salesforce
• Excellent interpersonal and communication skills