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About the role

The Business Development Executive is responsible for creating and closing local and global sales opportunities, bringing in new business to the group and expanding existing customers. This individual will develop and maintain a network of prospects, and translate those prospects into clients, while also upselling and cross selling to an existing client portfolio. This individual will also develop and maintain a network of intermediaries within his/her Region.
On top of own Business Development activities, this individual will support various sales&marketing processes for the team in order to achieve the team target.

The commercial focus of role is the to bring in new business primarily for fund business but also other TMF Group’s portfolio of services such as HR & Payroll; Global Entity Management; Accounting & Tax; and Trust and Corporate Services. 

Key responsibilities

• Develop the business by building new business pipeline, as well as upselling and cross-selling to existing clients.
• Identify and optimize sales opportunities, using knowledge of the market and competitors, as well as TMF’s unique selling propositions and differentiators.
• Develop and maintain a network of prospects that will enable a strong, consistent pipeline for conversion into sales.
• Utilize effective relationships to maximize opportunities for cross referrals (including intermediaries).
• Develop proposals that address clients’ needs, concerns, and business objectives.
• Work as part of a deal team to ensure the best customer experience and response.  Including deal sharing across different sales teams (markets and regions) to increase chances to win the deal and learn from others in the process.
• Leverage input from other internal teams to maximize overall deal value to the business.
• Participate in large opportunities, from initiation to closure, and create development plans for large client accounts.
• Lead the coordination and presentation of multi-jurisdictional sales proposals to international clients.
• Drive cross-selling opportunities, working with existing clients as they expand into or operate in other jurisdictions serviced by TMF offices in over 85 countries across the globe.
• Meet monthly, quarterly, and annual qualified pipeline generation.
• Meet monthly, quarterly, and annual sale´s targets, aligned with the company’s objectives.
• Contribute to the development of the sales team, boosting overall productivity and effectiveness, and improving conversion rates
• Support other team members for sales/marketing/administrative related tasks
• Work with leadership to implement best practice and create strategies for sales improvement based on market research and/or competitor analysis.
• Adopt and maintain TMF Sales Processes and Systems as part of his / her daily job (including CRM weekly maintenance, Sales Forecasting process, Proposal building tool, Deal Qualification tool, Sales Dashboards, etc.).

Key requirements

• Bachelor’s degree, preferably in business, finance, marketing, law, or a related field
• Relevant working experience in a commercial environment, or in consulting, accounting, law firms, asset management company
  GP company is a plus but is not a must
• Experience working in or with direct sales, pre-sales and/or enablement to Japanese clients.
• Excellent English written and verbal communication skills.
• Native Japanese skillset(Formal e-mail writings to clients in Japanese language)
• Ability to build strong relationships with clients and intermediaries
• Ideal candidate will have some network within the industry, and an interest in our portfolio of services.
• Able to “solution sell” where the ability to listen to the clients and understand what they. really need is more important than a hard sell.
• Able to manage coordination of complex multi-jurisdictional proposals involving multiple business lines.
• Self-motivated and able to work both independently and as part of a team.
• Strong communication, very good negotiation and influencing skills.
• Results-oriented, and able to manage their priorities/workload.
• Work as part of a deal team to ensure the best customer experience and response.  Including deal sharing across different sales teams (markets and regions) to increase chances to win the deal and learn from others in the process.
• Execute marketing campaigns to develop the required pipeline.
• Support local office with administrative tasks (update CRM, follow up on KYC process).
• Meet monthly, quarterly, and annual sales targets.