Sales Director, Debt & Credit

IQ-EQ; City of Westminster; On-site; GBP 80,000 - 120,000; Full time

Job summary

A global financial services provider based in the UK is looking for a Sales Director to manage the debt & credit sales strategy. The ideal candidate will have experience in driving organic growth and building strong client relationships, ensuring consistent pricing and market strategy execution. Strong influencing and financial skills are essential for success in this role.

Qualifications

• Experience in driving a global sales strategy.
• Proven ability to collaborate across segments.
• Strong market research and business development skills.

Responsibilities

• Drive execution of the global debt & credit sales strategy.
• Monitor pricing policy across the Group for prospective clients.
• Develop relationships with key decision-makers in Tier 1 clients.

Skills

Influencing skills

Financial acumen

Strategic mindset

Client relationship building

Job description

The Sales Director, Debt & Credit is responsible for driving the execution of the global debt & credit sales strategy for IQ-EQ Group's clients and ensures this drives the company's key objective of profitable organic growth. The role will be accountable for achieving an annually agreed organic growth target that leads to the overall revenue growth of the Debt & Credit clients of the Group by setting out and executing a growth strategy addressing new client acquisition and commercial collaboration between the IQ-EQ offices and other segment leads. The role also includes rolling out a consistent Go-to-Market strategy globally for the Debt & Credit market and drive commercial collaboration results to an agreed target level. The role also focuses on ensuring consistent pricing in line with the agreed pricing model and working with clients and teams to improve client profitability where required.

Responsibilities

• Drive the roll out and monitor the execution of a global Debt & Credit Sales Strategy
• Setting up and maintaining a framework and platform to stimulate commercial collaboration for debt & credit clients and new opportunities between the IQ-EQ offices
• Support the continuous development of IQ-EQ's global value proposition for debt & credit clients
• Develop a consultative approach to differentiate our offering vs competition
• Conduct market research, client and competitor analysis to identify new business opportunities
• Expand service offering with new partnerships for debt & credit clients working closely with Global Head of DCM&C
• Assist with Tier 1 Debt & Credit pitches and increase conversion rate of debt & credit RFPs with working closely on multi-jurisdictional deals with Global Sales Enablement
• Collaborate closely with the Head of DCM&C on identifying loan administration opportunities among our debt & credit client base in addition to our fund administration and ancillary products
• Together with local CCOs ensure accurate and timely pipeline management and conversion of key debt & credit opportunities
• Manage & monitor pricing policy across the Group for debt & credit prospective clients
• Develop business partner relationships via proactive & coordinated planning with regional CCOs, and join key business partner meetings
• Build strategic relationships with key decision-makers within Tier 1 debt & credit clients of the Group, and join / lead SRR client reviews
• Ensure that Client Plans are developed and maintained for key debt & credit clients setting out our approach to maximising revenue growth opportunities with each client through up-sell and commercial collaboration
• By using available management information, monitor long-term profitability of key debt & credit client relationships and assist local teams if required in negotiations to increase profitability
• Establish any gaps in the provision of a best practice solution for Debt & Credit and address accordingly. Consider any technology enhancements and in conjunction with Global Head of DCM&C engage with Operations and Technology in establishing solutions which may enhance our offering and expedite delivery and enhance our win rate
• Monitor market and identify lift out opportunities of debt & credit managers working closely with Global Head of DCM&C
• Actively promote a constructive "pro-compliance" culture at Local, Regional, and Group level
• Liaise with Group marketing and Global Head of DCM&C to set out business development plan objectives for debt & credit using brand profile, marketing collateral and event management and responsible for thought leadership initiatives for debt & credit including LinkedIn Campaigns in the sector
• Ensure target market/sector awareness and market intelligence to support new product development & promotion

Key Competencies

• Drives vision and purpose
• Ensures accountability
• Strategic mindset
• Financial acumen
• Global perspective
• Manages complexity
• Drive engagement

Traits

• Positivity
• High energy
• Relationship building
• Taking ownership
• Resilience
• Prioritisation
• Proactivity

Behaviours

• Effective influencing skills and an ability to lead within asset class and collaborate with cross segment leads
• Evidence of role modelling effective skills as a team player and promoting teamwork and collaboration amongst others
• Evidence of commitment to high standard of customer service based on understanding needs and delivering solutions
• Highly effective listening skills and able to make and communicate rational judgments in a decisive manner
• Continuously represent and promote IQ-EQ as "one company" within and outside the organisation with an entrepreneurial spirit