Managing Director - Business Development, Continental Europe

Waystone leads the way in specialist services for the asset management industry.

Partnering with institutional investors, investment funds and asset managers, Waystone builds, supports and protects investment structures and strategies worldwide.

With over 20 years’ experience and a comprehensive range of specialist services to its name, Waystone is now serving assets under management in excess of $2Tn. Waystone provides its clients with the guidance and tools to allow them to focus on managing their investment goals with confidence.

SUMMARY

Reporting to the Head of Business Development, EMEA the MD, Business Development, Continental Europe will be an integral part of the team’s success. You will play a pivotal role in driving the company's growth by spearheading new business development in Continental Europe to expand our new client base in the asset management industry. Leveraging your industry expertise and extensive network, you will be a player / manager in the new business development team and collaborate closely with other departments to achieve aggressive revenue targets and position Waystone as a top choice for specialist services in the market.

ESSENTIAL DUTIES AND RESPONSIBILITIES

· Business Development Strategy: Develop and execute a comprehensive sales strategy to identify and pursue new business opportunities within the asset management industry that delivers on the strategic growth ambitions of Waystone.

· Strategic Account Planning: Develop and implement strategic account plans using leading methodologies such as Miller Heiman to maximize revenue contributions from key clients and achieve growth targets

· Revenue Growth: Identify upselling and cross-selling opportunities within key accounts to drive revenue growth and increase Waystone's market share, utilizing established account management methodologies.

· Team Leadership: Lead and motivate the sales team, setting clear goals and targets, and providing coaching and guidance to achieve individual and team success.

· Client Engagement: Build and maintain strong relationships with key decision-makers in target companies to understand their needs and position Waystone's services as the ideal solution.

· Commercial Insight: Stay abreast of industry trends, competitor activities, and regulatory changes to identify potential opportunities and refine the Waystone sales approach.

· Proposal and Contract Management: Develop tailored proposals and negotiate contracts, ensuring alignment with client expectations and company goals.

· Collaboration: Work closely with other departments such as relationship management, marketing, operations, and legal to align objectives and ensure seamless service delivery and client satisfaction.

· Sales Performance: Utilising a robust cadence methodology, drive forecast accuracy, improve pipeline health, increase pipeline coverage and maximise the number of sales reps achieving target. Conduct regular opportunity reviews and deliver regular sales enablement support.

· KPI Reporting and Analysis: Provide regular sales performance reports including progress towards the strategic growth KPIs for Waystone (CAC, LTV, Sales velocity win rate/sales cycle etc), analyse data to identify trends and areas for improvement, and implement corrective actions as needed.

· Thought Leadership: Represent Waystone at industry events, conferences, and webinars to establish the company's reputation as a thought leader in asset management services.

· Risk Management: Collaborate with internal teams to identify and mitigate risks associated with key account management, ensuring compliance with regulations and industry standards.

REQUIREMENTS

As a senior leadership position, the MD, Business Development, Continental Europe plays a crucial role in driving the company's growth and expanding its client base. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Experience and Abilities:

· Sales Leadership Experience: Extensive experience of at least 10-15 years in senior sales leadership roles within the asset management or financial services industry. The MD, Business Development, Continental Europe should possess a deep understanding of business development strategies and the ability to identify and capitalize on new opportunities within the asset management sector. This includes prospecting, lead generation, and forging strategic partnerships.

· Business Development Expertise: A strong record of accomplishment in driving new business development and new logo acquisition, with a focus on institutional investors, investment funds, and asset managers.

· Industry Knowledge: An extensive understanding of the asset management industry, including market trends, regulatory environment, and competitive landscape, is crucial for effectively positioning Waystone's services and staying ahead in the market.

· Sales Strategy and Planning: The MD should be adept at developing and executing comprehensive sales strategies and formulating actionable plans to achieve them.

· Results-Oriented: You will have a strong focus on achieving measurable results and driving the team to meet or exceed sales targets while maintaining high levels of customer satisfaction.

· Communication and Negotiation Skills: Excellent communication, presentation, and negotiation skills, both written and verbal, to effectively engage with clients and key stakeholders.

· Market Research and Analysis: The capacity to conduct market research, analyse data, hypothesise solutions, and identify trends to inform sales strategies and decision-making.

· Collaborative Leadership: The ability to lead, participate and inspire a high-performing sales team while fostering collaboration with cross-functional teams to achieve common objectives.

· Client-Centric Approach: Understanding and addressing the unique needs of potential clients are essential to develop tailored proposals that align with their goals and build trust in Waystone's services.

· Relationship Building: Extending and nurturing strong relationships with key stakeholders, including institutional investors, investment funds, and asset managers, is vital for establishing Waystone as a trusted partner in the industry.

· Innovation and Adaptability: The asset management industry is constantly evolving, and the VP should be open to innovation, adaptable to change, and willing to explore innovative approaches to enhance the company's sales performance.

· Ethical Conduct: Upholding high ethical standards in all interactions, reinforcing Waystone's reputation as a trustworthy partner in the industry.

Education:

· Bachelor's degree in Business Administration, Finance, or a related field (MBA preferred).