BUSINESS DEVELOPMENT DIRECTOR

• Reports to: Global Head of Sales / Managing Director, Funds Asia
• Department: Fund Services

• Required to market and sell fund administration services and business development across North and East Asia in particular, Greater China.
• Win new business prospects by creating, refining and implementing Asia sales strategy
• Manage and develop the new business sales process, procedures and related documentation.
• Lead relationships with third parties (lawyers, accountants, placement agents, financial advisers, valuation providers, bankers, etc.)
• Manage and refine marketing strategy including promotional activities such as mailshots and press releases.
• Represent IQ-EQ at industry seminars, networking events and conferences
• Target profitable potential leads aligned with IQ-EQ’s target business profile and sector
• Lead sales process from initial contact, meeting and presentations, fee proposal process, negotiation and closing
• Create and deliver presentations, RFPs and fee proposals
• Develop an understanding of new clients’ business model and processes.
• Identify opportunities to add value to clients through referrals and introductions to other product ranges which will result in additional income
• Establish and foster effective relationships with new business prospects and industry contacts to strengthen IQ-EQs’ name and reputation within the industry.
• Facilitate an effective end-to-end lead generation engagement process when tendering for business.
• Contribute to the collection of market intelligence to ensure IQ-EQ has up-to-date data on potential target customer base and competitors.
• Maintain hands-on relationships with new clients until they are taken on by client services team
• Act as the facilitator and coordinate work required from Augentius by the client in the new business stage to ensure that it is successfully completed
• Manage and complete work required by the client in the new business stage (including guidance through the fund-raising stage, interaction with fund formation lawyers, and assistance with fund documentation as required by the client)
• Develop and refine the sales function by mapping out sales-related processes/procedures and communicating these to the team.

BUSINESS DEVELOPMENT EXECUTIVE

• Reports to: Business Development Director
• Geographical Scope of Role: Southeast Asia

• Identify new business prospects through innovative methods and research in line with the defined strategy current at that given time.
• Research / contact potential leads in different locations so that the Sales Team can plan and execute effective new business trips to meet these leads (which fit with existing business profile and target sector).
• Develop an understanding of the prospective client’s business model and requirements, in order to provide the prospective client with relevant and accurate Fee Proposals.
• Manage and maintain relationships with prospective clients in circumstances when the Business Development Director is unavailable to meet.
• Contribute to the collection of market intelligence to ensure IQ EQ has up to date data on potential Key Client customer base.
• Act on occasions as the facilitator, and coordinate work required from IQ EQ by the client in the new business stage (including assistance with RFPs, RFIs and other documentation required by the client)
• Assist and provide support to Business Development Director in winning new business.
• Conduct extensive industry and potential client research (including Due Diligence)
• Attend new business meetings with the Business Development Director, and produce call reports and perform follow-up tasks
• Measure and report on Sales key performance indicators
• Research and maintain an accurate and current database
• Identify and develop sources of potential clients
• Effectively and confidently communicate our services to clients via telephone, face-to-face and written communication
• Be able to match appropriate services to clients’ requirements
• Be able to demonstrate a full knowledge of all products, relevant selling points and benefits
• Maintain a current and accurate knowledge of competitors and their products
• Keep abreast of competitor activity and recommend any necessary tactical action
• Maintain accurate records of all contacts with potential clients
• Represent in a professional manner at all times and maintain high standard of personal presentation
• Undertake any reasonable duties as specified by the Business Development Director, Group Head of Sales or Managing Director, Asia