Commercial Director

Key Responsibilities:

• Develop the business by building new business pipelines, as well as upselling and cross-selling to existing clients;
• Identify and optimize sales opportunities, using knowledge of the market and competitors, as well as TMF’s unique selling propositions and differentiators;
• Anticipate, identify and exploit legal/fiscal developments and changes in market conditions;
• Represent TMF in the marketplace, and develop and maintain a network of client/intermediary relationships that will enable a strong, consistent pipeline for conversion into sales;
• Create and explore new business opportunities i.e. new clients, new services, new markets and geographies;
• Utilize effective relationships to maximize opportunities for cross referrals;
• Manage the contact to contract sales process efficiently and effectively, with transparency;
• Develop proposals that address clients’ needs, concerns and objectives;
• Work as part of a deal team to ensure the best customer experience and response;
• Leverage input from other internal teams to maximize overall deal value to the business;
• Act as the Deal Lead for large opportunities, from initiation to closure, and create development plans for large client accounts;
• Lead the coordination and presentation of multi-jurisdictional sales proposals to international clients;
• Proactively develop relationships with clients, and provide operational teams with customer feedback on pricing, service and quality improvements;
• Drive cross-selling opportunities, working with existing clients as they expand into or operate in other jurisdictions serviced by TMF offices in over 80 countries across the globe;
• Meet monthly, quarterly, and annual revenue targets, aligned with the company’s objectives;
• Contribute to the development of the sales team, boosting overall productivity and effectiveness, and improving conversion rates;
• Work with leadership to implement best practice, and create strategies for sales improvement based on market research and/or competitor analysis.

Key Requirements:

• Bachelor’s degree, preferably in business, sales, marketing, or a related field. Post-graduate qualification (ie. MBA) would be advantageous;
• Typically 10+ years of relevant working experience in a commercial environment, or in consulting, accounting or law firms;
• Excellent English written and verbal communication skills;
• Knowledge of a second language is a plus;
• Extensive industry experience within the market, with personal market credibility, a solid network, and an interest in our portfolio of services;
• Ability to build strong relationships with clients at all levels;
• Able to “solution sell” where the ability to listen to the clients and understand what they really need is more important than a hard sell;
• Able to manage coordination of complex multi-jurisdictional proposals involving multiple business lines;
• Self-motivated and able to collaborate and to drive results in a matrix environment;
• Strong communication, negotiation and influencing skills;
• Results-oriented, and able to manage their priorities, deadlines and workload;
• Regular travel is required.

Pathways for career development

• Work with colleagues and clients around the world on interesting and challenging work;
• We provide internal career opportunities so you can take your career further within TMF;
• Continuous development is supported through global learning opportunities from the TMF Business Academy.

Making an impact

• You’ll be helping us to make the world a simpler place to do business for our clients;
• Through our corporate social responsibility programme, you’ll also be making a difference in the communities where we work.

A supportive environment

• Strong feedback culture to help build an engaging workplace;
• Our inclusive work environment allows you to work from our offices around the world, as well as from home, helping you find the right work-life balance to perform at your best.