Job Description

Fund services | Corporate | Capital markets | Private client | Regulatory & Compliance

We help clients succeed by unlocking new value through expertise, trust and scale. We deliver solutions that solve complex challenges faced by asset managers, financial institutions, corporates, high net-worth individuals and family offices.

With a curious mindset, we ask the right questions to get to the right solution, faster. We collaborate to win together, sharing successes and shaping the future of our global business. Our culture of support and recognition provides the tools and opportunities for you to grow, while unlocking the most value for our clients and making your mark with Ocorian.

Expertise: We deliver specialist, tech-enabled solutions for our clients grounded on deep industry expertise.

Trust We’re a trusted partner to over 8,000 clients globally. We are proud to have long-lasting partnerships with our clients.

Scale With more than 1,500 colleagues, we operate across 20+ countries, our scale enables us to support our clients globally and locally, providing a seamless client experience across borders and service lines.

Purpose of the Job

The core focus of this role is to drive the generation of new business and increase revenue in the Americas. The successful candidate will work with the service line jurisdictional leadership team and will be expected to fully understand the services offered by each of the jurisdictions in which we operate.

Depending on the experience and expertise of the candidate, there may also be an element of local client facing work, including, but not limited to, development of a local proposition (in line with client demand), recruitment, training and management of local Corporate Services resources, and providing billable services to our clients.

Main Responsibilities

• To play a central role in the origination of valuable new business opportunities in line with the relevant business strategies.
• Achieve and exceed personal new business targets, including identifying and implementing new business acquisition initiatives.
• Build a personal sales pipeline by identifying and winning new business across our key service line distribution and servicing markets.
• Obtain a detailed understanding of both current and potential clients, with a focus on long-term client relationships and profitable revenue generation.
• Work collaboratively with colleagues, and in particular with other Commercial Directors and Associate Commercial Directors to achieve new business sales objectives.
• Lead on deal terms throughout the sales cycle.
• Lead commercial negotiations in line with agreed parameters.
• Ensure that Salesforce, Ocorian's client relationship management system, is updated with all Contact, Lead, Opportunity, Campaign, and Activity changes on an ongoing basis.
• Comply with procedures for the maintenance of Salesforce pipeline information, call reports, proposal templates, service and fee proposals, and related financial analysis.
• Work with colleagues in other regions to build a collaborative sales culture.
• Position the business to capitalise on upsell and cross-sell opportunities with existing clients.
• Build the business's brand to generate quality leads via attendance and participation at industry events, branded events, and thought leadership articles, press releases, and client newsletters.
• Develop and manage the intermediary and third-party services provider network, particularly onshore law firms, regulatory and start-up consultants, advisors, fund platforms, banks, auditors, technology vendors, and, where appropriate, other services providers.
• Grow the reputation of the business as a trusted provider of high-quality services with high net-worth investors, family offices, financial institutions, asset managers, multi-national corporations and other client types via targeted marketing campaigns.

#LI-AM1

Qualifications

Knowledge, Skills & Experience

• At least five years’ relevant experience selling our products & services (Private Client sales experience is essential)
• Previously had trust experience
• An existing network in the Cayman Islands
• As a result of study and experience they will possess a comprehensive understanding and knowledge of relevant legislation and regulations insofar as it pertains to our industry allowing a consultative sell to target clients.

Additional Information

All staff are expected to embody our core values that underpin everything that we do and that reflect the skills and behaviours we all need to be successful. These are:

• We are CLIENT CENTRIC – Clients are at the centre of our world, and we’re committed to providing expertise and specialist solutions to meet their most complex challenges.
• We are AMBITIOUS – We aim high. We think and act globally, seizing every opportunity to delight our clients and support our colleagues - wherever in the world they may be.
• We are AGILE – We act on our initiative to get things done for our clients. Our independence gives us the flexibility and freedom to keep things simple, efficient and effective.
• We are COLLABORATIVE – With a curious mindset, we ask the right questions to get to the right solution, for our clients faster. We collaborate to win together and share our successes.
• We are ETHICAL – We behave with integrity at all times and assume positive intent, building trust through responsible actions and honest relationships.

Equal Opportunities for Everyone

Please let us know if there’s anything we can do to make the process easier for you. You can reach us at careers@ocorian.com

We’re an equal opportunity employer. All applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, or veteran, neurodiversity or disability status.