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Senior Commercial Director / Specialty Seller - PERE (London or NY)

Apply now Job no: 508842
Work type: Full time
Location: United Kingdom
Categories: Private Equity and Real Estate
Office Location: London

Job purpose

 

TMF Group works with many leading private equity firms and real estate investment managers, administering special purpose companies and other international investment structures as well as assisting portfolio companies that are expanding abroad with a full range of legal administrative, accounting, payroll and tax compliance services.

 

The Senior Commercial Director is responsible and accountable for creating and closing sales opportunities, bringing in new business from the PERE market and expanding the company's market share.

 

The key metrics for the role will be discovery and selling of new business leading to the achievement of in-year billed revenue and sales.

 

This individual will also develop and maintain a network of intermediary relationships, including key personnel at tax and legal advisory firms, asset managers (private equity, real estate investment managers, pension funds etc.) as well as accountants, investment bankers and other advisors.

 

Knowledge of international tax/international corporate structuring sector an advantage.

 

 

 

Key responsibilities

 

  • Develop the business by increasing direct clients and new business portfolio, as well as bringing in additional work from existing clients
  • Create and explore new business opportunities i.e. new clients, new services, new markets and geographies
  • Cross-sell services into other jurisdictions, service lines etc.
  • Keep track of new legal and fiscal developments, anticipate changes in legislation and translate this into opportunities for the business
  • Represent TMF specialty segment in the marketplace
  • Proactively develop relationships with clients and provide operational teams with customer feedback on pricing, service and quality improvements

 

Critical competencies for success

 

 

Networking skills (to grow revenues):

  • Extensive industry experience within the market, both competitor framework and personal market credibility
  • Cultivates and maintains strategic relationships with the network, client prospects and TMF stakeholders ensuring a clear understanding of the client’s key business drivers and how TMF’s value propositions would enable the client to achieve their goals.
  • Develops opportunities for revenue growth and can qualify sales opportunities in terms of:
      • Key decision makers, their business needs and their decision-making criteria
      • Functional benefits of TMFs capabilities in line with stated client needs

 

Communication skills:

  • Has gravitas and can operate at senior levels within TMF and Clients with confidence and conviction delivering a professional personal brand that reflects the culture and values of TMF Group
  • Uses language and style of communication appropriately and applies discretion when necessary
  • Can articulate results and ideas in a concise manner using a variety of media and formats, and be persuasive and convincing in front of a challenging audience
  • Is fluent, clear and concise in written and oral communication
  • Competent with the use of key business software (Outlook, Word, Excel and PowerPoint as a minimum set) and hardware (PC, smartphone)

 

Technical skills/Job Specific skills

 

  • Ability to sell new services, through deep subject matter expertise and ‘relationship selling’ techniques
  • Able to ‘solution sell’, where the ability to listen to clients and understand what they really need is more important than a hard sell
  • Have excellent negotiation skills
  • Able to build and retain strong client and feeder relationships
  • Able to identify and exploit changes in market conditions
  • Ability to collaborate and to drive change in an international matrix environment across a broad set of cultures and business practices. Flexible and able to thrive in fluid environments, without the need for rigid structure.
  • Able to travel internationally when required meeting Clients face to face.

 

Professional Qualifications

 

  • Bachelor’s degree or relevant professional qualification
  • Able to work in English (additional languages is a plus)
  • Professional project management training is a plus

 

Other Leadership Characteristics

 

  • Focuses on the client
  • Acts with the highest level of integrity, generating trust and protecting client’s interests
  • Builds, engages and influences people that are not under a direct report.
  • Drives for results with integrity.
  • Embraces and drives for change and is an entrepreneur.
  • Proactively plans personal development through a combination of self-initiated research, training and coaching.

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Applications close: GMT Daylight Time

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