Job Description - Director of Client Development - Financial Crimes/OFAC
Director of Client Development - Financial Crimes/OFAC
The individual will be responsible for business development and the sale of business process outsourcing services (managed services) related to AML transaction monitoring, customer onboarding and customer due diligence, sanctions checking, and AML transaction lookbacks. Sales will be initially targeted to financial institutions and alternate payment processors; but will expand with the development of the business. Responsibilities include active lead generation, relationship building and management, coordination with clients to determine needs, ongoing account management, cross division sales efforts, coordination with marketing teams, and all related activities.
Developing and implementing direct sales campaigns leading to the sale of managed services for AML transaction monitoring, customer on boarding, customer due diligence, sanctions checking, and AML transaction lookbacks.
Develop and maintain a quality pipeline of services
Meet or exceed assigned sales target
Coordinate with internal teams to identify, develop and generate business opportunities to provide a comprehensive offering of compliance services to new and existing clients
Work with clients to identify ancillary services and coordinate as needed with the Professional Services Team.
Manage, develop and grow strategically important clients and prospects
Increase the firm’s brand awareness through thought leadership such as writing articles, speaking/presenting at industry conferences, and/or making internal or client presentations on business process outsourcing-specific issues.
Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
Submit progress reports and ensure data is accurately updated on CRM.
Use Salesforce to support all sales related activities
Perform ad-hoc work/special projects as necessary to support the sale of managed services.
Must possess at least 5-7 years managed service, professional services or software product sales experience with significant focus in the banking domain and the ability to identify new prospects, build new customer relationships. Sales experience with BSA/AML and sanction services/products is a plus.
Demonstrated highly developed selling, customer relations, and negotiation skills.
Demonstrated the ability to:
Effectively represent client needs to ensure appropriate solutions are brought to the client.
Build trust with clients.
Demonstrated selling effectiveness evidenced by the ability to:
Consistently and systematically initiate sales calls and contacts; pursue prospects to secure meetings; win referrals and explore sales opportunities
Solicit information from clients to effectively qualify and scope opportunities; play an active role in discussing and developing solutions with client teams and clients
Understand client business issues and match them to service capabilities/revenue opportunities
Control the sales process through effective targeting of buyers and influencers; overcome objections and obstacles to win the business; develop and execute a targeted relationship and account development strategy.
Proficient with Microsoft Office applications, Adobe Acrobat, and the Internet
Willing to travel up to 50-75 percent
Available for client work and/or travel Monday through Friday on a general basis, including occasional nights and weekends
A Bachelor’s degree.
10 years relevant work experience
Basic understanding of Financial Crimes (AML, Sanctions, Fraud, KYC)