Business Development Director

North America Director Of Business Development

Computershare is looking for a North America Director of Business Development to join our team in Employee Share Plans (ESP).

The Employee Share Plans (ESP) business is organized into three client-facing regions (EMEA, APAC, NA) with Product, Marketing, Information Technology and Operations teams providing global support. Across the globe we support more than 1200 clients and 5m share plan participants across 124 countries from 17 operational countries, with 1400 employees in 16 countries.

ESP is a core global business for the Computershare Group. Over the past several years, ESP has undertaken a transformation that was underpinned by upgrading our clients to a single global core platform changing the way we work – all with a view to drive client service transformation. This transformation makes Computershare the only true global provider regulated to provide services to all key markets under one platform.

Our overall goal is to be the leader of employee share plans and the trusted partner to our clients, helping them build employee-centric, high-performing cultures. Our overall short term business strategies are underpinned by four core Plans Priorities: Take care of our people, Be the market leader, Deliver Growth, and Deliver on corporate projects.

A role you will love

Reporting directly to the President, the Director of Business Development role exists to drive, steer and achieve strong business growth within the Region. The role-holder will lead a team of business development professionals and work closely with the Regional President and their team, to determine and deliver a strong new-revenue budget.

The Director of Business Development will ensure the BD team are working alongside the business to identify the most profitable target opportunities which give Computershare the greatest opportunity to win and onboard within our agreed operating model, and one which will continue to enhance profit margin. You will be a key member of a Regional Market Team where you will be responsible for proactively engaging with future clients to understand their needs and tailor solutions to meet their objectives.

The Director of Business Development team will be responsible for a team of Sales Managers which will actively pursue new business opportunities across the region. Opportunities will be identified through market research, which includes active engagement with influencers and advisors in the market to help source opportunities, as well as with direct contact with prospective and current issuers.

Some of your key responsibilities will include:

• Formulation and deployment of long-term business development strategies – including identification of target clients
• Drive revenue growth by effectively positioning our services to future clients via multiple channels
• Lead on high-level negotiations for higher profile target clients. Negotiate contracts, pricing, and terms of agreements with future clients to establish long-term relationships
• Conduct regular market research to identify opportunities, both short term and long-term; research conducted via various methods, including engagement with key advisors, clients, prospective clients, working with our Issuer Services business, industry events and organizations and other sources of market data
• Recruit and manage Business Development team
• Proactive development of strategic relationships with key market participants in order to secure new business opportunities
• Oversee progress of relationships with key prospects and assure quality of major pitches and negotiations
• Steer and support development of product offering
• Follow all governance and management controls, including Deal Review, Contract Engagement, Pricing Models, Sales Commissions
• Adhere to all relevant internal and regulatory controls as applicable
• Ensure appropriate handover of new clients into Client Solutions, Onboarding, and Relationship and Account Management teams including follow-up on account performance and client satisfaction
• Drive performance against target new revenue budget
• Effective leadership and management of Business Development function

What will you bring to the role?

As you can imagine, this role holder will need to have high level relationship management skills, strong negotiation skills, strong presentation skills and strong management skills. Deep knowledge of Employee Share Plans, knowledge of industry and services as well as the ability to clearly present ideas and solutions, listen to customers and identify opportunities and solutions will be extremely valuable.

Other key skills required for the role include:

• Minimum of 10 years of experience in the Employee Share Plans sector in senior positions.
• Business to business sales management or relationship management experience
• Successful sales experience.
• Experience working with major global companies in sales or relationship management.
• Strong verbal skills with ability to successfully present to senior management at prospects.
• Strong leadership skills, with ability to work positively within the wider organization.
• Strong judgement skills to determine how and where to focus energy of sales force.
• Experience leading a team of highly skilled, experienced relationship management or sales force.
• Strong knowledge / experience with technical sales – financial products and/or operational services.
• Ability to lead complex, high value negotiations to global corporate customers, often with Heads of Reward /Deferred Comp, Co-Sec, Finance and Procurement.
• Experience with market research and using MI to manage business.
• Knowledge of Employee Share Plans industry (preferred).
• Advanced technical skills for presentations (PowerPoint, Excel, other tools).
• Marketing skills (preferred).
• Language skills – English required, helpful to speak German, French, Swedish or other European languages (preferred).

Rewards designed for you

Paid parental leave, flexible working and a caring and inclusive culture

Health and well-being rewards that can be tailored to support you and your family, including paid time off, observed holidays, medical, dental and vision plans

Invest in your future with 401k matching, setting aside salary to purchase shares in our company and tax-advantaged flexible spending plans, including healthcare, dependent care and commuter

Income protection . Our package includes short and long-term disability benefits, life insurance and supplemental life insurance

And more. Ours is a welcoming and close-knit community, with experienced colleagues ready to help you grow. Our careers hub will help you find out more about our rewards and life at Computershare, visit computershare.com/careershub.

Compensation. The typical base pay range for this role is $189,000 - $240,000/yearly and is bonus/incentive eligible. This base pay range is specific to New York, Massachusetts, Illinois and California and may not be applicable to other locations.