Business Development Manager

Job description / Role

Strategy

* Define and execute the business development strategy for the Middle East (ME). The strategy will include a corridor engagement plan for all key markets and distribution channels.
* Interface with key influencers within the SCB network, local Relationship Managers (“RMs) and external introducers for:
* Education – training on the Jersey proposition and driving referral activity.
* Prospect Management – handle all referrals from clients who are interested in offshore banking.
* Pre-approval of prospects – ensure prospects being referred meet PIC Jersey criteria.
* Feedback on prospects/applications – ensure that all business is accurately tracked and monitored. Feedback to be given to referrer on all applications.
* Involved in arrangement of client/local network events.
* Collateral co-ordination in markets covered.
* Arrange client/local network meetings along with Regional Market Manager where necessary
* (i.e. when RMM/Senior SCBJ personnel are in country).
* Carry out prospecting activity through all available channels; i.e. Face to face meetings, group presentations, telephone, marketing communications, third party introducers.

Business

* Meet AUM (asset and liability) acquisition targets for the region.
* Meet the NTB client accounts target annually – all accounts to be qualified.
* Conversion rate of 1 NTB client for every 3 prospect meetings held.
* Reduction in time taken to get an account opened.
* Reduction in account application rejection rates.
* Reduction in time taken for NTB clients to begin funding their new account.
* Reduction in time taken for NTB clients to make their first investment (within 3 months of account being funded). This will be done by ensuring each new client is made aware of services offered by SCBJ.
* Introduce two/three referral agents each year (mortgage brokers/real estate agents/lawyers/accountants/relocation agents etc.).
* Develop new markets in Middle East for growth.

Processes

* Proven track record of sales activity.
* Strong presentation skills.
* Positive customer service mentality.
* Planning and organizational skills
* Relationship building skills
* Strong interpersonal skills & communication skills.
* Ability to deal with people at all levels.
* Sound knowledge of banking products and services and banking procedures.
* Team player who shows initiative and assertiveness.
* Self-motivator who is keen to upgrade and improve personal knowledge and skill to meet the
* job requirement.
* Highest level of integrity and professionalism.

People and Talent

* Develop a network of introducers and build a business.
* Have a close working relationship with the Team and departments outside the team both locally and internationally.
* Help to develop the acquisition team as a whole by sharing best practice.

Risk Management

* Ensure the right type of client is recruited into the bank.
* Ensure that all account opening procedures are followed to ensure that we meet our regulatory requirements.
* Ensure that all documents/corroborations that are required are provided in a timely manner for new account and mortgage requirements.