Head - Business Development - Custody Business

SECTION 2: PURPOSE OF THE ROLE

The role focuses on the entire sales process from the selection of prospective clients and initiating contact to managing the entire sales and marketing process through to service go-live and account implementation. Leads a team of Custody Sales Managers responsible for the sales of products in all areas of custody and clearing. Explores and develops on additional business avenues with existing clients, including cross selling of bank products and services. Partners with origination department for initiating additional / new client relationships. Responsible for providing guidance and support to the product team on development of Custody products.

SECTION 3: KEY RESPONSIBILITIES

A list of critical responsibilities and accountabilities attached to this role

- Manages client relationship function for institutional trust and custody clients 

- Develop and successful implementation of strategic and tactical plans for each client in conjunction with assigned sales team.

- Develop and implement a coordinated client intimacy program

- Ensures overall client satisfaction by facilitating efforts of service team, coordinating resources to ensure timely delivery and issue-resolution, and effectively communicating client concerns/needs to partners

- Develops complete understanding of client's business, objectives, goals and market challenges, and ensure relationship plan is consistent.

- Cultivates strong working relationships with client's contacts. Demonstrates ability to add value by anticipating possible solutions and partnering with client to implement.

- Educates client on emerging issues, products and services, regulatory/tax changes, and the general client institutional trust environment, advising client on the impact on the client's business and on the firm own services"

- Cross-sells investment products/services to existing clients.

- Makes sales presentations to clients utilizing knowledge of institutional trust products and services based on client objectives and capabilities.

- Coordinate and produce the requests for proposals responses and fee proposals for prospective clients"

- Ensures relationship profitability and compliance.

- Manages client profitability, understands competitive environment, develops pricing strategies, and works with team to enhance profitability.

- To develop and implement sales strategy for strategic markets

- Working with Global Client Management teams to develop segment penetration for strategic client names

- Working with Client Relationship Liaison teams to develop segment penetration for key client names

- To develop and manage revenue targets for new prospective clients

- Impact revenues for a given calendar year.

- Annualized revenues from a given transaction

- To prepare Request for Information (""RFI"") and Request for Proposals (""RFP"") for prospective clients.

- To coordinate and lead client presentations during bidding stage for prospective clients. 

- To coordinate new wins with other departments to ensure all servicing aspects as identified and qualified during the selling stage.

- To coordinate with Legal and lead contract negotiations with prospective clients.

- To discuss new deals with internal groups, and to sponsor these deals at the committee board 

People Management

- Evaluate performance of team members, provide feedback on an ongoing basis, identify development needs and coach them to ensure ongoing capability development

- Manage and support recruitment and selection of staff for the department

- Ensure clarity of individual roles and appropriate delegation of responsibility within team members in the department

General Management

- Create department level objectives, goals and action plan for the year by cascading the organizational goals & objectives

- Coordinate audits for the department for various regulatory purposes and ensure compliance with all norms

- Formulate department budgets in conjunction with organizational budgets, track expenses and present reports on a regular basis to the management

SECTION 4: KNOWLEDGE, EXPERIENCE & SKILLS

Minimum qualification, work experience, technical skills and capabilities which are essential to execute the role

Educational Qualification

- Advanced Degree - MBA/MS in Finance

- Overall Work Experience

- 10-15 years working experience in financial servicing, preferably in trust, asset services, custodian business or relevant industries

Other Technical/Behavioural Skills

- Good interpersonal skills and able to stand high working pressure.

- A good knowledge of the wider financial markets and the regulatory environments

SECTION 5: KEY INTERACTIONS

- External and internal interactions essential in this role

- Internal Top management and board, all departments

- External Banks and Financial Institutions, Regulatory bodies, FIIs, Industry Peers, Clients