Senior Business Development Associate Location: Hong Kong Salary: Competitive The role of Senior Business Development Associate GLAS is an international provider of institutional debt administration services, serving lenders, borrowers, issuers, and advisers offering a global platform across Loan Agency and related services, Capital Markets and Restructuring.
GLAS' vision is to be recognised as the best-in-class independent, non-creditor, conflict-free provider of institutional debt administration services, enabling global clients and counterparties to achieve successful outcomes on their transactions.
The business currently comprises c.300 employees who deliver a solution-based, innovative service, ensuring GLAS is the preferred global partner of choice. GLAS has a blue-chip customer base developed over many years; select clients include Apollo, Blackstone, CVC, Deutsche Bank and Goldman Sachs. GLAS has been recognised as the premier independent provider of loan agency and bond trustee services with a portfolio of over $300 billion assets across its global platform. The company is headquartered in London with offices in Paris, Frankfurt, Madrid, New York, New Jersey, Sydney, Melbourne, Brisbane, Singapore, Dubai and Hong Kong.
The successful candidate will:
- Play a key part within a strong performing sales team by originating and securing new business mandates across multiple asset classes and jurisdictions.
- Have demonstrated their ability to work collaboratively in a team.
- Be confident in their ability to self-generate new business revenue from new and existing clients.
- Help to improve the client experience from new deal inception to close.
- Assist with the successful implementation of the GLAS sales strategy.
Roles and Responsibilities - Development of business leads and introductions to potential new clients.
- Assist in the development and implementation of the Business Development team's business strategy.
- Identify and build relationships with key target clients.
- Liaising with top tier Sponsors, Corporates, Debt Funds, Debt Advisors, Banks and Law Firms.
- Create and maintain calling plans.
- Assist with the development and training of Junior Business Development colleagues.
- Identify services/ products as areas of development to broaden GLAS's offering.
- Attendance at external loan/ bond market related conferences.
- Work closely with Marketing to create pitch material for presentation at client meetings.
- Attendance at client entertainment and networking events.
- Preparation and delivery of fee proposals on new opportunities, liaising with other Business Development colleagues to ensure consistency in pricing.
- Daily monitoring of outstanding fee proposals issued ensuring periodic follow ups occur.
- Assist in the improvement of the client experience by following a won mandate from inception to close.
- Present weekly updates of deal and meeting activity at each sales meeting.
- Ensure accurate and up to date MI is consistently kept using internal CRM and reporting systems.
- Act as point of referral for key commercial terms of facility documentation following, referral from Legal/ TMG, that require further negotiation.
- Arranging internal approval for any product or service that is not included in the GLAS Terms of Reference.
- Stakeholder Management, build/ maintain strong internal and external relationships.
- Spend time with key internal stakeholders to gain a good understanding of GLAS's service offering and USPs.
- Business travel will be required and aligned to geographical focus.
Key skills and experience required are: - 3 - 8 years of sales and business development experience
- Good knowledge of the loan and the bond markets
- Proven record of achieving sales and client calling objectives
- Knowledge of key sectors in the region & regional transactions
- Relationships with regional and international banks and financial institutions
- Relationships with regional private equity houses and specialized fund managers
- Relationships with major law firms
- Language skills (English and Mandarin)
- Collaboratively working with each GLAS Business Unit
- Self-motivation and effective time management
- Interpersonal skills and effective stakeholder management
- Leadership and development of junior colleagues
Benefits - A competitive remuneration package (with bonus) for the right candidate
- Career development and study support
- Good holiday entitlement
- Growth-oriented entrepreneurial culture with significant development opportunities as the GLAS business continues to expand into new jurisdictions
- A small, friendly team and supportive working environment
- Some flexibility on working from home if required, subject to further discussion
It's our people who make GLAS successful and we strive to recruit and retain the best people and operate in an environment underpinned by inclusivity, diversity, and opportunity. We recognise that a more inclusive workplace allows ideas and a variety of points of view to trigger discussions or deliver innovative results.
Besides, we want people at GLAS to be successful - we are committed in your career development. We truly believe in and live by our values of stepping in, stepping up and standing out.
In addition to our commitment to a diverse workforce we are also happy to talk about flexible working to support