Sales Director

IQ-EQ is a leading Investor Services group with more than 5,000 employees and Assets under Administration in the excess of $650Billion. We combine global expertise with an unwavering focus on client service delivery to support fund managers, global companies, family offices and private clients operating worldwide across 23 jurisdictions.

IQ-EQ brings together a rare combination of global expertise and a deep understanding of the needs of clients. This allows us to provide high quality delivery of a comprehensive range of compliance, administration, asset and advisory products and services to investment funds, global companies, family offices and private clients globally.

Purpose of the role:

The Sales Directors responsibilities, in line with the agreed Cluster Commercial Development Plan, include driving and delivering the revenue target for the Cluster, developing, and implementing key growth strategies whilst analysing and reacting to market trends.

In this transversal role, the Sales Director will work closely with the Managing Director, local Client Service Directors, Senior Leadership Team, and the Chief Commercial Officer to achieve revenue growth in-line with agreed growth targets.

The Sales Director will assume responsibility for the achievement of the forecasted new business sales volumes within IQ-EQ, with a focus on:

• Delivery of cluster commercial plan:
  • Retention and development of existing clients
  • Winning new work from existing clients
  • Developing relationships and winning work introduced by business partners
  • Raising the cluster’s profile / thought leadership
• Owning and hitting/exceeding annual sales targets within assigned territory and accounts
• Developing and executing strategic plan to achieve sales targets and expand our customer base, contributing to the delivery of the IQ-EQ Commercial Strategic plan
• Building and maintaining strong, long-lasting customer relationships
• Targeted Profit – at sector, broker, network, and individual product levels
• Adherence to Governance and Compliance Requirements as directed by the company

The Sales Director will support and champion the Commercial Excellence approach. This will encompass, implementation and execution of client and business partner development plans to include revenue objectives for each target client.

Role & Responsibilities:

• Development (in conjunction with the local MD and the Chief Commercial Officer) and implementation of the cluster Commercial Development Plan
• Working closely with prospective new strategic partners to deliver year-on-year revenue growth from new business wins.
• Generate, foster and develop relationships with major / strategic key account prospects
• Sell IQ-EQ products to consumers through partners, with specific emphasis on both Sales Volume and existing revenue margin
• Create and lead business proposals and negotiations, establish IQ-EQ’s capability to meet both consumer and client needs
• Partner with customers to understand their business needs and objectives, and develop and report solutions to specific client requirements
• Drive and promote approved new services/products and their delivery into market
• Implement cross-selling and upselling initiatives as applicable

Business Strategy and Sales planning

• Working closely with the Management team and the CCO to develop and execute strategic plan to achieve sales targets and expand our customer base
• To assume responsibility for the implementation of the New Business strategy process, whilst having awareness for the company capability
• Clear identification and regular monitoring of the strategic new business pipeline
• Identification of potential inhibitors to successful implementation of Sales strategy and process, and resolve

Presentation, Tender and Proposal compilation / writing

• Liaising with other departments - gathering requirements and presenting appropriate solutions to prospective new partners
• Writing compelling proposals for clients which clearly articulate IQ-EQ’s and key differentiators, win-win themes and compelling pricing and deal structures
• Effectively communicate the value proposition through proposals and presentations
• Bring an established network of business partner and client relationships
• Ability to grow existing and new relationships with business partners and clients

Marketing, networking and social media

• Pro-actively networking across the designated sectors of Insurance brokers, insurance companies and MGAs. This is with the objective of identifying potential new partners and key decision makers to sell IQ-EQ’s suite of products and services to
• Actively promoting IQ-EQ’s product offering as a market leader in industry events, conferences, focus groups etc.
• Development of marketing & market awareness initiatives
• Providing and coordinating thought leadership (to promote the different aspects of the cluster offering) through presentations and articles
• Leveraging the Group’s internal sales network to drive growth locally
• Utilising the Group’s existing media distribution channel to raise the cluster’s profile

Governance, reporting and performance management

• Ensure high quality and regular reporting on new business activity and sales pipelines using Prospect lists
• Achieve phased targets and monitor performance towards targets and reforecasts where appropriate
• Action to be taken where necessary to ensure targets are met within the following criteria: (a) Ensure pricing and profitability is in line with budget. (b) Have awareness for existing relevant regulatory and legal requirements and liaise with relevant departments to resolve any challenges to success
• Collation and reporting of commercial data to group as required
• Working closely with Risk, Finance, Legal, Operations, Consumer Finance, IT, and other colleagues across the group to ensure solutions presented to clients are workable.
• Understand category-specific landscapes and trends
• Providing market feedback to the Managing Director, Senior Leadership Team and the CCO regarding horizon scanning, competitive offerings, prospect needs and generating product/service development ideas

Commercial Skills

• Industry expert across all our key market segments (Private Wealth, Funds & Institutional, Debt & Capital Markets)
• Commercial focus – ownership of new business targets, new from new and new from existing
• Proven ability to win new business form both existing and new clients
• Ability to build effective relationship
• Customer Focus
• Knowledge of IQ-EQ product offering
• Executive Connectivity
• Political Acumen
• Ability to identify and exploit new opportunities

Soft / interpersonal Skills

• Ability to collaborate with colleagues
• Good planning and organisational skills
• Copes well under pressure and possesses resilience
• Adaptability and flexibility
• Presentation and negotiation skills
• Creativity and problem solving
• Initiative, drive and enthusiasm
• Resilience - evidence of being in a high-profile, high-pressure role where delivering sustainable and profitable growth are key
• Confidence - comfortable with networking and public speaking

Technical Skills

• Strong budget management and reporting skills
• Financial Acumen – ability to interpret statistics and financial data
• Analytical skills
• Strong attention to details
• Microsoft Office (Excel, Word, PowerPoint, Outlook)

Management Skills

• Effective leadership skills
• Team building
• Develop Talents
• Provides direction and delegation
• Strategic thinking

Group Skills

• Integrity and professionalism
• Compliance and conduct awareness
• Familiar with Corporate Governance framework

Experience:

• Minimum of 10 years in the Financial Service industry
• Proven sales executive experience, meeting or exceeding targets
• Previous experience as a sales executive, sales manager or sales and marketing director
• Ability to communicate, present and influence all levels of the organization, including executive and C-level
• Knowledge of key business dynamics of a finance company and markets
• Experience of consultative selling
• Experience in negotiating complex deals & presenting at Board level
• Proven ability to drive the sales process from plan to close
• Proven ability to articulate the distinct aspects of products and services
• Proven ability to position products against competitors
• Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions
• BA/BS degree or equivalent
• Fluent in English and German

At IQ-EQ we want you to reach your full potential. We offer an inclusive and diverse environment to support your career aspirations. With a strong emphasis on continuous learning and a holistic approach to your professional and personal development. We also offer opportunities across our service lines and our international network of offices.