AVP - Client & Market Development - BFSI

AVP - Client and Market Development (CMD)

Role : AVP, ICSS Client and Market Development (CMD)

Responsibilities : ICSS Sales & Coverage

The Client and Market Development team is completely aligned with the ICSS Sales and Coverage teams to ensure consistency in end-to-end sales process and transparency on client performance.

The core mandate of this team is to perform targeted campaign execution, - wallet-sizing- analysis based on feasibility and quantitative lead generation.

The role in this team is expected to closely work with the Issuer Services CMD team on Client pitch-books, Marketing Material to target new business opportunities, Client Analytics, Lead Generation exercises covering all ICSS businesses (i.e Investor services, Institutional Cash and Issuer Services)

Sales Lead Generation :

- Conduct research / analytics activities to identify potential deals/ leads in ICSS

- Generate trade ideas of the names under coverage to increase client flow

- Develop and run a News tracking and deal alerts mechanism

Market Intelligence / Strategic Support :

- Market Trends and Drivers analysis focusing on top line (incl. secondary research)

- Product / Service Gap vs. peers

- Research on focus clients on a regular basis to prepare insights and updates for ICSS EXCO

- Wallet Sizing, Fee Pool benchmarking analysis

- Driving award Submissions for Asset and EMEA Finance

Sales & Coverage Analytics :

- Sales pipeline review / analytics

- Detailed Win Loss Deal analysis incorporating client feedback

- Identify deal replication opportunities

- Identify X-Sell opportunities

- Lead / Tail Client analysis

- Accelerator / Decelerator analysis

- Presentation preparation for prospects/bids : Responsible to work with the team in preparing a detailed response for pitching to the client in the presentation format

Required Skills :

- Strong analytical skills and ability to transform complex issues into efficient solutions

- Ability to multi-task and work under strict deadlines

- Excellent communication and interpersonal skills

- Proficiency in Microsoft Office applications (Excel, PowerPoint, Word, Access). Excellent Powerpoint Skills is a must