Executive Director, Business Development

CIBC Mellon • Toronto, Ontario, Canada • 23h ago

Responsibilities

Develop and sustain business relationships with senior level executives at prospective client firms within assigned territory, including managing the full relationship cycle with client from sourcing through to closing sales
Develop pricing strategies based on specific client and overall market segment factors
Conduct activities in support of the acquisition of new business including visits to prospective clients sites, demonstrating CIBC Mellon products/services, initial identification of client requirements and conducting client sales presentations at all stages throughout the sales cycle
Represent CIBC Mellon at trade shows, conferences and events
Close new business deals through direct negotiation of product and service delivery models and fee proposals with prospective clients
Makes pre-RFP (Requests For Proposal) sales calls/information gathering visits to prospective clients in territory to support the development of the formal RFP package as well as providing input toward the completion of the formal CIBC Mellon RFP documentation
Submit pricing recommendations and prospect account reviews to applicable committees to support the due diligence business acquisition process (i.e., Pricing Committee, New Business Committee)
Participate in annual revenue forecasting

Qualifications

University Degree
10+ years of sales experience (in a financial institution)
Knowledge of sales and marketing concepts and theories
Technical knowledge of global securities services and trust industries
Understanding of trends/issues in the securities, mutual funds and investment management industries
A highly proactive self starter; a persuasive communicator

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