Role Description  

• The Business Development and Client Management role within FNZ is responsible for driving growth, identifying new business opportunities, forging strategic partnerships, and expanding market presence. This role requires a strong understanding of market trends, competitive landscape, and revenue-generating strategies to maximize business potential. The successful candidate will lead the business development team, collaborate with internal stakeholders, and ensure the company achieves its financial and strategic goals.
• Define the overall business development strategy across all market channels of the region or area of responsibility, obtaining regional CEO and board approval. 
• Determine customers’ needs and desires by assessing their current proposition, market trends, competitors, micro and macro environment.
• Engage with FNZ customers to actively demonstrate new products and secure commitment to deliver these within upcoming releases.
• Identifying future FNZ roadmap items in line with customer needs and market trends
• Collating, interpreting and sharing market competitor analysis. Using market knowledge to provide guidance to FNZ internally and our customers.
• Increasing FNZ market share by working closely with the FNZ global sales and strategic relationship teams to develop future sales strategies for new and existing customers.
• Lead negotiations and close high-value deals to drive business growth.
• Identify and pursue new client acquisition, merger, acquisition and corporate transactions opportunities.
• Collaborate with the global sales and marketing teams to optimize lead generation and conversion strategies.  

Specific Role Responsibilities  

• Lead new sales process by working with the global sales, product and proposition teams on new opportunities, RFP responses and propositional scoping of new customers.
• Increase FNZ market share by working with the global sales and strategic relationship teams to develop future sales strategies and also to help identify new revenue opportunities.
• Work closely with FNZ’s customers to help them shape their future proposition and their strategic roadmaps.
• Conduct market research to identify key market trends.
• Improve delivery efficiency by getting customers to adopt core solutions already in place that solve their business need.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
• Provide information for management by preparing short-term and long-term sales forecasts and special reports and analysis, answering questions and requests.
• Grow and manage a team of Account Executives on a daily basis with all aspects of account management, funnel management, business development, and deal closing
• Responsible for revenue and year over year growth to drive sales growth
• Conduct key account profiling, targeting, selling and management
• Develop, train, manage and motivate local teams towards the success of regional sales goals and corporate initiatives
• Report regularly on actions and tasks taken to support the development of project and sales pipeline
• Provide a sales funnel by ensuring all quoted opportunities are carefully managed and tracked
• Ensure the organization responds in a timely manner to requests and queries from prospects and customers for information, pricing, pre-sale and after-sale support

Experience required  

Primary requirements  

• Extensive experience in wealth management and the markets in which FNZ and our customers operate.
• Expert in the FNZ proposition, products and all relevant market channels within region
• Experience of working in a regulatory environment and an understanding of the regional regulatory market that applies.
• Experience in a delivery / consulting environment in the financial services / wealth market.
• Experience in Finance, IT or project management desirable but not essential.
• Confident, and able to take initiative given client– and delivery-focused environment.
• Independent, self-directing and delivery focused working style.
• Superior analytical thinking.
• Commercially astute and focused.
• Excellent organisational, administration and time management skills.
• Excellent team communication skills, confident in dealing with internal and external clients.
• Highly developed written and oral communication skills.