Assistant Vice President, Business Development

Assistant Vice President, Business Development

Summary

Reporting to the SVP of Sales and Marketing, you will be responsible for developing new business opportunities with new clients and cross selling to existing clients.  You will build strong relationships with clients and sources of referrals.

As an accomplished B2B sales professional, you have a demonstrated track record of success in a hunting role, managing the entire sales cycle across the buyer’s journey.  You possess strong discipline in managing your pipeline and leading key performance indicators (KPIs) to meet growth and revenue targets assigned.

The services that you will be selling are: trustee, custodial, transfer agency, equity compensation plans, corporate actions, private capital, and other related services.

Major Responsibilities:

Engage and consult with prospects and existing clients in assigned territories at all levels of the organization and in key departments including, but not limited to, finance, legal, procurement, and HR.  Key client contacts include corporate secretaries, general counsels, treasurers, CFOs and other executives in the client organizations, as well as influencing lawyers and investment bankers from other firms.

Identify, initiate and qualify opportunities to maintain a healthy funnel with a continuous focus on moving opportunities through the Sales cycle.

Document sales activities (contact, prospecting, opportunities, and next steps) in CRM On Demand (Oracle CRM) and provide regular opportunity pipeline and forecast updates and reports as required.

Prepare client proposals, presentations, quotations, contracts and other internal supporting documentation, as required.

Prepare the fee schedules, the new business acceptance (NBA) forms and prepare other materials on the transaction(s), as required, as per internal guidelines.

Participate in the negotiation of contracts, agreements, fee schedules, etc., as required.

Collaborate and provide prospect, customer and market feedback to product management and marketing teams and provide input into product and other support functions.

Develop tactical and strategic sales strategies across new and existing clients; and tailor the Computershare value propositions to each situation.

Manage special projects as required.

Skills and Experience Required:

Fluent in French and English.

Post-secondary degree with working knowledge of the investment industry and related products.

Post-secondary courses are required in Finance and Accounting; Canadian Securities Course would be an asset.

3-5 years sales experience in financial institutions, preferably in Stock transfer/securities and/or Corporate Trust industries.

Minimum 3 years administrative experience in financial institutions, preferably in Stock transfer/securities and/or Corporate Trust industries.

Existing relationships with corporate secretaries, general counsels, treasurers, CFOs and other executives; influencing lawyers and investment bankers would be an asset.

Strong consultative/solution selling, proposal creation and closing skills.

Business and Financial acumen - strong customer focus and demonstrated ability to understand a customer’s industry and business issues and articulate how our solutions can help them achieve their business objectives.

Exceptional communication and presentation skills with strong attention to details – can design and deliver effective pitches one-on-one or to a group of executives.

A quick learner who can learn about our solutions suite and relate them to our clients’ environment.

High proficiency with Customer Relationship Management software, preferably CRMoD from Oracle.

Possess a valid driver’s license.

At Computershare, our brand promises are: Certainty, Ingenuity and Advantage.

If you want to be part of our leading brand, please apply for this position by clicking on the "Apply" button and following the application process.

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