Business Development

Overview

The RepoClear&CaLM Business Development & Client Management team (BDCM) acts as product specialist all along customers’ lifecycle. The team provides support in the sales process and then enables new and current members to implement the Repo (Fixed Income) and Collateral products and services, by providing support, education, expertise and accurate information in a timely, professional and efficient manner. The team provides Repo Members and Clients with RM services in the day-to-day business and develops /manages a long-term and fruitful post sales/onboarding business relationship with all live members/clients.

Role Profile

The BDCM Specialist will be responsible in executing the commercial strategy of the BDCM function and will be reporting to the Head of RepoClear BDCM. Commercial focus will be complementing the day-to-day maintenance of customer relations, helping to boost their brand while ensuring a high standard of maintaining a positive company image. Acting as a key point of contact for clients and prospects, he/she will oversee change where necessary, promoting and identifying process improvements to create value for the customer and scaling a seamless customer journey. Maintaining long-term strategic relationships would remain key for customer growth. The role is a highly commercial and visible one, working closely with the Sales team and support functions, and will also require working closely with external stakeholders such as members, partners, and trading venues.

There are significant growth opportunities for the business and as such, the role would suit a highly motivated individual who is keen to work in a changing and dynamic environment.
- Business Development (60%)_
- Act as the main point of contact for members throughout the implementation of LCH projects that impact the RepoClear service
- Lead on commercial development and execution with the support teams
- Partner with Product team in developing, diversifying our product suite
- Gain solid knowledge of competitors product offering and value proposition
- Lead and deliver initiatives to capture and analyse client data using innovative and digital tools. Develop analytics and client specific reporting aiming at understanding client behaviours.
- Understand the operational and technical changes and member impacts
- Collate Member feedbacks to ensure proper attention is placed on their demand
- Update member functional documentation
- Timely communicate the relevant documentation, project dates and information, educate members and answer their queries
- Prepare and present the test strategy and test scripts when required
- Follow and assess members’ readiness during test periods
- Assess member satisfaction at the end of the project (if relevant)
- Relationship Management (40%)_
- Lead and manage day to day client relations, by acting as main point of contact with a strong collaboration with Sales and supporting functions.
- Develop new practices aiming at increasing team efficiency, enhancing client communication, and better anticipating client needs
- Build a regular operating cadence to monitor, measure and create metrics to high performance and report out to the head of the team.
- Ensure constant collaboration with Post-Trade colleagues to harmonize practices and ensure consistent Client experience across the Group and other internal functions to maximize client success.
- Lead and oversee client requests, trainings/demos, Members/Partners (CSDs) service reviews
- Use dedicated tools (Salesforce/Portal) to streamline processes and implement solutions to enhance Members experience
- Contribute in monitoring KPIs and participate in providing solutions for continuous improvements
- Manage entire onboarding process for Members and trading venues

Experience and Skills
- Commercially focussed with strong experience of delivering client driven solutions
- A 4 years’ minimum experience in customer service or sales is required.
- Sound knowledge on fixed income and clearing business
- Able to clearly articulate top priority feedback to Management and to contribute to the Strategic orientations with the Head of the team.
- Strategic thinker and ability to analyze and solve problems quickly with strong data and analytics focus
- Exercise in critical judgment in scanning client profile and adapting client prioritisation accordingly
- Ability to understand technical complexity of the full end to end trade and clearing process
- Excellent oral and written presentation skills, as well as proven ability to develop well-positioned and thoughtful documents and presentations
- Ability to build and maintain a network of internal stakeholders and interface with senior stakeholders
- Ability to drive issues, working proactively to achieve the optimum outcomes
- Must be self-motivated, flexible and able to manage several jobs at one time
- Able to adapt to non-BAU tasks quickly and prioritise accordingly
- Attentive to detail and organ