Business Development Manager

Location   Luxembourg

Position    Business Development Manager

Purpose of Role

The role will centre around expanding our footprint in the market, winning new business and servicing new and existing clients as the business grows. This will encompass all client servicing aspects from prospecting, on-boarding new clients, follow up on satisfaction and opportunities with existing clients and ensuring client, entity and investor files are up to date and compliant, through to managing regular communications regarding holding data and product updates. The candidate will liaise with the wider ZEDRA business development team, working in particular closely with the Global Head of Funds and the Funds team across all jurisdictions, focussing on the development and growth of a portfolio of fund clients. International Expansion Services for corporates as well as Active Wealth Services for family businesses will also be in scope of the candidate’s objectives.

The Manager will promote ZEDRA and our business objectives, whilst driving morale by providing new business support and guidance (technical and otherwise) to the operations teams.

Key Accountabilities

This will be a key role within a highly skilled and effective Funds team that provides, as part of its core offering, a full suite of Fund solutions. The role holder will ensure that high quality and timely service is delivered to its clients thereby ensuring all aspects of client service are completed with a high level of professionalism and to all regulatory and governance standards.

The role holder will be responsible for generating new business opportunities and conversion into new clients, as well as having overall responsibility for the onboarding of new client relationships, ensuring client service levels are exemplary; i.e. the relationship is commercial, complex technical structuring matters are dealt with appropriately and opportunities to do more for existing clients and their advisors are identified and acted upon.

The role holder will assist in reviewing the BD strategy document as they will be a reference point on technical and other matters and will seek to nurture and develop existing, new and emerging product lines. They will ensure all statutory records and company registers are maintained in good order as well as ensuring any relevant filings are made within appropriate deadlines.

Where the opportunity arises, participation in internal and external seminars, conferences and round table events representing ZEDRA and demonstrating thought leadership and expertise as well as liaising with the relevant regulator, being the Commission supervising the Luxembourg Financial sector (CSSF experience/approval would be an advantage).

Client

The Manager will ensure high quality service to all clients, intermediaries and stakeholders to ensure longevity of relationships, providing technical and other support to their team. They will interact directly with their clients as required and be responsible for client communication and the statutory maintenance of their own portfolio and portfolios within the team, working to identify client needs and drive up levels of client service as well as seeking to identify new business opportunities. The role holder will work with the Team to ensure they deliver client commitments to agreed deadlines and to a high standard. The Manager will be expected to ensure regular client contact via a combination of written, verbal and face to face communication. The Manager will also be responsible for client/company on-boarding processes and ensuring CDD/KYC files, Promoter files and Static Data are kept up to date to a regulatory standard.

Commercial

The Manager will achieve personal and team targets as set out for their role for time recording, utilisation and working capital management. They will support the team and their Director to understand and act upon the profitability of their team’s client book by reviewing and controlling WIP, ensuring prompt collection of fees and highlighting revenue opportunities. They will work with and support their Team to build understanding and familiarity with the working capital cycle and prompt collection of debts. Refine any pricing models to ensure commercially viable opportunities are identified.

Risk

The Manager will drive appropriate behaviour and take action to ensure agreed business risk targets are met. They will help to ensure that ZEDRA is compliant with local regulatory requirements supporting a positive relationship with the local regulator through strong governance. A successful Manager will use technical capability to identify and mitigate risk within the Funds client book, escalating where necessary and required in accordance with policies.

Business development responsibilities include:

    • Administering the Luxembourg CRM database.
    • Event organisation and attendance, on and offshore (invites, guests, menus, gifts etc.).
    • Attendance at industry events as either an exhibitor or delegate.
    • Maintenance of the pipeline tracking spreadsheet and set-up clients on Navision/ Paxus and other systems.
    • Preparation of pricing/ pitch decks/ legal documentation such as administration agreement/ reviewing other legal documentation such as PPM/LPAs etc.
    • Attendance at board meetings to present BD activity and BD plans for the forthcoming quarter.
    • Contributor to social media.

Knowledge and Experience

Professional and Technical Experience

The successful applicant will have significant industry experience of working with Institutional Investors, Private Equity/Venture Capital, Corporates and High Net Worth clients and on complex structures of all types within the Regulated and Unregulated/ Registered Funds industry and will demonstrate first class client service delivering against the needs and demands of clients both from prior experience and through driving the performance of others. They will demonstrate excellent technical competency and an ability to impart that knowledge to others effectively. They will be expected to have an excellent understanding of the regulatory environment in which the Funds team operates, being mainly closed ended alternative funds.

Managerial Experience

The role holder will have demonstrable experience of coaching and supporting colleagues and prior managerial experience is essential. The Manager will be expected to support their Director stepping in when required at a more senior level and will be expected to take up mandates in client entities if and when the need arises.

Personal Attributes

The successful applicant should put the service quality of our clients at the centre of everything they do, building relationships with client Boards, the operational team, the clients and external parties. They should be flexible and professional when working under time driven pressures and will have excellent prioritisation and time management skills as well as being able to manage the skills and responsibilities of others. The successful applicant will be self-motivated and focused on exceeding targets and goals.

They will understand and be able to articulate what success looks like and will continually seek to drive improvement in all aspects of the role.

The Manager will be expected to take a leading role in ad hoc projects from time to time. The successful candidate will be a visible champion of ZEDRA’s values and furthermore have a high level of personal and interpersonal skills, building relationships with both clients and colleagues.

Language Skills/ Academic and Professional Qualifications

The successful candidate will be fluent in English and an understanding of other languages is desirable.

The Manager is expected to hold a relevant professional qualification (such as LL.M., ACCA, STEP or ICSA or similar), and to be educated to Degree standards, or equivalent.

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If you are interested in joining our dynamic and driven international team, please email your CV and covering letter specifying your desired role to [email protected]