Senior Business Development Manager

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Job description

Job Description: Senior Business Development Manager

Coalition Greenwich is a leading analytics provider to major global Corporate and Investment Banks (CIB) across both their Global Markets, Investment Banking, Transaction Banking and Securities Services divisions. Founded in 2002, Coalition Greenwich deploys unique proprietary analytics and algorithms to provide objective, deep and highly-quantitative insights. Coalition Greenwich's analytics provide a clear, actionable picture of the markets and are used by boards, strategy teams and top management at leading financial services institutions.

We deliver analytics and research on market peers, revenue opportunities, client wallets and the overall market size that enable and inform the strategy of high-margin, fast-moving, opaque businesses. With offices in London, New York, Singapore and Mumbai, our clients include the leading global Corporate and Investment Banks and service providers to the financial industry.

Our approach to analytics and business intelligence is clear. We heavily leverage both our staff's deep knowledge of the financial services industry and our technology. We take unstructured information, we structure it and we turn it into intelligence.

Our service lines include:

Competitor Analytics - Allows clients to understand their competitive positioning. Our Research and Analytics team researches and analyses performance, validates the results and customizes them to each client's taxonomy. Benchmarked metrics include revenues, headcount, productivity, costs and profitability

Risk Analytics - Because capital usage dictates performance across the banking sector, Coalition Greenwich recently launched RWA and Exposure Analytics to benchmark capital efficiency by business. Combined with our Revenues and Profitability metrics, Coalition Greenwich is also able to benchmark Return on Equity and Return on Assets

Client Analytics - Allows clients to assess their client franchise across leading Financial Institutions and Corporate Clients. Coalition Greenwich's unique hybrid approach combines comprehensive wallet models with direct client revenues submitted by banks

Country Analytics - Allows clients to size their market opportunities at the country level

A career at Coalition offers you unique breadth of exposure to the financial services market, significant responsibility, variety and a limitless learning curve.

The Coalition Greenwich working environment offers you:

• An environment that is committed to the highest standards of excellence and quality of work
• Opportunities for unique personal career growth and professional development without the bureaucracy and constraints that may exist in a large organisation
• A chance to work alongside like-minded, intelligent, highly motivated individuals as part of our global talent pool
• An entrepreneurial and creative work place where new ideas are welcome and encouraged
• Investment in training and development through extensive on the job learning and experience, exposure to experienced, senior managers combined with formal training
• A supportive yet challenging environment which will allow you, within reason, to push yourself beyond your personal boundaries
• A fun environment where we work as a team to leverage our collective strengths
• A culture that recognises the importance of work life balance and personal perspectives

What will be expected of you is hard work, commitment, intelligence, impact, a sense of humour, innovation, integrity, ambition, drive and active participation in the life of the Company.

At Coalition Greenwich, we invest significantly in the selection process of our people and we go to painstaking lengths to ensure we attract and retain the right people.

Position Overview:

The Business Development Manager will lead all efforts to generate and close business with firms in several large market segments for the Market Structure and Technology practice at Greenwich Associates (GA).

The Business Development Manager will be the GA representative in sales to strategically important institutions across numerous market segments including, financial technology vendors, exchanges and technology venues, financial information providers, government institutions and consulting firms among others.

Subscription based services drive the primary business model in addition to sales of custom research and consulting projects. Additionally, there are individual sales of data and research reports where applicable.

Principal Responsibilities:

• Exceed sales targets in the new Market Structure and Technology Services business focused on leveraging the deep core primary research content and specialized analyst at GA centered on the institutional financial services marketplace.
• Leveraging your knowledge of the primary research marketplace build a strong stable of clients who purchase subscriptions.
• Leveraging your deep contacts in the industry create a sales plan quarterly to effectively attack the lowest hanging fruit while nurturing more long term relationships.
• Develop a strict process to upsell clients who purchase reports and data to the various levels of subscription services offered by GA.
• Work with third party lead generation team to target messages and product pitches, close the leads that are produced.
• Work with the editorial and analytical teams in Market Structure and Technology to create new enhancements to existing content and generate ideas for new content based upon direct feedback from clients and prospects.
• Based upon conversations in the marketplace provide specific feedback on pricing and packaging to ensure revenue and profit potential is realized.
• Provide input into product positioning based upon knowledge of competitors.
• Leverage CRM to track sales activity and target specific contacts for upsell initiatives and other campaigns.
• Work with marketing team to create new targeted campaigns to generate new business.
• Provide guidance to the resources creating targeted lists of prospects in the various target markets that have been identified for GA content.
• Recommend and develop new market segments to position and sell GA content.
• Manage the flow of inquires daily/weekly in addition to continuous outreach.

Qualifications:

• BA required, MBA a plus.
• Minimum 7-10 years' experience in similar business development roles in financial services.
• Exceptional list of contacts in the markets for primary research including financial services, consulting firms, exchanges, financial technology vendors etc.
• Quantifiable sales track record from all roles.
• Experience selling primary research on institutional financial services markets strongly preferred.
• Knowledge of financial markets, trading processes, core asset class models, and the trading ecosystem.
• Ability to manage, track and close a large number of opportunities across various market segments with differing content and value propositions for each.
• Experience thriving in a new business environment leveraging, repackaging and successfully selling primary research content.
• Strong coordination skills important across all support functions including editorial, marketing and analyst teams.
• Exceptional communication and presentation skills at various levels in targeted organizations including the C-suite.
• Excellent project management and organization skills.
• Experience demonstrating and selling research services via a web based delivery.
• Experience identifying and structuring deals with strategic partners to redistribute content.
• Experience providing constructive feedback to product development and management teams based upon direct client and prospect input.