MD Business Development & Client Management Africa

Role Description  

The Business Development and Client Management role within FNZ is responsible for driving growth, identifying new business opportunities, forging strategic partnerships, and expanding market presence. This role requires a strong understanding of market trends, competitive landscape, and revenue-generating strategies to maximize business potential. The successful candidate will lead the business development team, collaborate with internal stakeholders, and ensure the company achieves its financial and strategic goals.

• Define the overall business development strategy across all market channels of the region or area of responsibility, obtaining regional CEO and board approval. 
• Determine customers' needs and desires by assessing their current proposition, market trends, competitors, micro and macro environment.
• Engage with FNZ customers to actively demonstrate new products and secure commitment to deliver these within upcoming releases.

• Identifying future FNZ roadmap items in line with customer needs and market trends
• Collating, interpreting and sharing market competitor analysis. Using market knowledge to provide guidance to FNZ internally and our customers.
• Increasing FNZ market share by working closely with the FNZ global sales and strategic relationship teams to develop future sales strategies for new and existing customers.
• Lead negotiations and close high-value deals to drive business growth.
• Identify and pursue new client acquisition, merger, acquisition and corporate transactions opportunities.
• Collaborate with the global sales and marketing teams to optimize lead generation and conversion strategies.

Specific Role Responsibilities   

• Lead new sales process by working with the global sales, product and proposition teams on new opportunities, RFP responses and propositional scoping of new customers.
• Increase FNZ market share by working with the global sales and strategic relationship teams to develop future sales strategies and also to help identify new revenue opportunities.
• Work closely with FNZ’s customers to help them shape their future proposition and their strategic roadmaps.
• Conduct market research to identify key market trends.
• Improve delivery efficiency by getting customers to adopt core solutions already in place that solve their business need.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
• Provide information for management by preparing short-term and long-term sales forecasts and special reports and analysis, answering questions and requests.
• Grow and manage a team of Account Executives on a daily basis with all aspects of account management, funnel management, business development, and deal closing
• Responsible for revenue and year over year growth to drive sales growth
• Conduct key account profiling, targeting, selling and management
• Develop, train, manage and motivate local teams towards the success of regional sales goals and corporate initiatives
• Report regularly on actions and tasks taken to support the development of project and sales pipeline
• Provide a sales funnel by ensuring all quoted opportunities are carefully managed and tracked
• Ensure the organization responds in a timely manner to requests and queries from prospects and customers for information, pricing, pre-sale and after-sale support

Experience required  

Primary requirements  

• Extensive experience in wealth management and the markets in which FNZ and our customers operate.
• Expert in the FNZ proposition, products and all relevant market channels within region
• Experience of working in a regulatory environment and an understanding of the regional regulatory market that applies.
• Experience in a delivery / consulting environment in the financial services / wealth market.
• Experience in Finance, IT or project management desirable but not essential.
• Confident, and able to take initiative given client– and delivery-focused environment.
• Independent, self-directing and delivery focused working style.
• Superior analytical thinking.
• Commercially astute and focused.
• Excellent organisational, administration and time management skills.
• Excellent team communication skills, confident in dealing with internal and external clients.
• Highly developed written and oral communication skills.

About FNZ Culture   

Our culture is what drives us. It's at the heart of who we are and everything we do. It's what inspires, excites and moves us forward. Our ambition is to create a culture for growth, one that opens up limitless opportunities for our employees, customers and the wider world. At FNZ we know that great impact is only possible with great teamwork.   

That’s why we value the strength and diversity of thought in our global team.   

The FNZ Way is the cornerstone of what we do. It is comprised of four values that set the standard for how everyone at FNZ interacts with each other, with our customers, and with all our diverse stakeholders around the world.  

Customer obsessed for the long-term   Think big and make an impact    Act now and own it all the way   Challenge, commit and win together  

Read more about The FNZ Way and our values: www.fnz.com/culture  

Opportunities  

• Right from day one, you will work alongside exceptional, multicultural teams - experts in their respective fields - who will inspire and challenge you to make your greatest impact.   
• Be part of a highly successful, rapidly growing, global business that is leading the delivery of financial services via cloud computing and partners with some of the world’s largest companies;  
• Working in a flexible and agile way that meets the needs of the business and personal circumstances;   
• Remuneration, significant financial rewards and career advancement is based on individual contribution and business impact rather than tenure or seniority;  
• We provide global career opportunities for our best employees at any of our offices in the UK, EU, US, Canada, South Africa and APAC.  

Commitment to Equal Opportunities   

At FNZ, we recognise that diversity, equity and inclusion are important factors contributing to our success. We embrace the unique perspective and capabilities of our current and future employees, which will help us continue to drive innovation and achieve our business goals. Recruitment decisions at FNZ are made in a non-discriminatory manner without regard to gender, ethnicity/race, faith, age, nationality, gender identity, sexual orientation, marital status, socio-economic background, disability or military veteran status where all applicants and employees are valued and respected.   

In addition, we want to ensure accessibility needs are well supported, if you require specific support please advise us.  

About FNZ

FNZ is committed to opening up wealth so that everyone, everywhere can invest in their future on their terms. We know the foundation to do that already exists in the wealth management industry, but complexity holds firms back. 

We created wealth’s growth platform to help. We provide a global, end-to-end wealth management platform that integrates modern technology with business and investment operations. All in a regulated financial institution. 

We partner with over 650 financial institutions and 12,000 wealth managers, with US$1.5 trillion in assets under administration (AUA).

Together with our customers, we help over 20 million people from all wealth segments to invest in their future.