Business Development Manager - Issuer Services

Business Development Manager - Issuer Services

Division: Client Business Strategy (CBS)

The Sales and Client Division is looking for a Business Development Manager – Issuer Services (BDM). The successful candidate will be reporting to the Head of Business Development Manager – Issuers Services & Primary Markets.

Role Overview

The Business Development Manager is a seasoned business developer with deep expertise in Issuer Services and Primary Markets, with a strong focus specifically on equity markets and the full end-to-end IPO process. This role will drive Euroclear’s positioning as the Issuer CSD of choice for equity issuers, develop an IPO engagement pipeline, and build strategic relationships with executives of key issuers and other Primary Market ecosystem providers.

The Business Development Manager Is a Professional That:

• Formulates sales and product promotion strategies with a primary focus on meeting sales and business targets.
• Acquires new business within their designated field and identifies new business opportunities to be assessed by Product Management.
• Develops an issuer services client base and retains client relationships in close collaboration with Relationship Managers and Product Management.

The BDM has a dedicated issuer’s services client portfolio, manages product campaigns and also provides support to other colleagues.

In this role, the BDM will be responsible for meeting with clients (issuers, issuing agents, law firms, market associations) across all seniority levels, educating them about Euroclear services and guiding them in line with the defined product strategy. The BDM will also play a key role in generating new business by identifying opportunities for potential sales and identifying potential service or product enhancements, while developing a relationship with existing or prospective clients.

Responsibilities & Duties

• Develop a deep understanding of Euroclear's strategy, as well as the unique needs, objectives and challenges of our clients within the designated business areas: Issuer Services and Primary Markets for ESES markets.
• Develop and maintain a clear understanding of Euroclear products and services, market trends, competitive landscape, industry developments and client insights and share this information with relevant stakeholders (e.g. sales, account management, product management, operations).
• Develop and execute a strategy to attract equity issuers, including building a pipeline and ensuring Euroclear is selected as the Issuer CSD.
• Establish and nurture relationships with senior management stakeholders (CFO, Treasury, Investors Relations, Legal Counsel) at target issuers.
• Engage with ECM desks, issuing agents, and other Primary Market intermediaries to create partnership opportunities and streamline issuer onboarding.
• Co-develop with the Global Client Executive and/or other relevant internal stakeholders the sales strategy or issuance model and detailed sales or promotion plans.
• Collaborate closely with the Strategic Account Planning team to ensure that the sales approach aligns with the client goals and Euroclear's overarching objectives.
• Assess systematically sales performance data to identify opportunities for sales enhancement, including strategies for upselling and cross-selling.
• Conduct in-depth assessments of unique issuer requirements to identify opportunities for tailored solutions/new revenue opportunities in collaboration with other internal stakeholders.
• Supervise the solution development process, ensuring a balanced approach that considers revenue, risk and cost.
• Maintain a comprehensive view of Euroclear's value proposition within the designated business areas for the issuer services ecosystem and ensure that the teams involved understand their contributions to the overall objective to keep everyone engaged.
• Gather and utilize the issuance ecosystem feedback to enhance products, services, solutions and the overall client experience.
• Collaborate closely with internal stakeholders and provide client insights and solution opportunities to the product development team, fostering a process of effective and cooperative solution development.
• Business related travel will also be required from time to time to support associated business activities.

Technical Skills

A successful candidate should have solid experience and understanding of the issuance ecosystem (actors and flows) across relevant asset classes, in particular equity markets. We also require the candidate to have expertise in the following:

• Proven experience in equity capital markets, IPO processes, and issuer-side dynamics.
• Ability to engage and influence senior executives and decision-makers within issuers and intermediaries.
• Strong clients focus and experience with client facing roles, in particular sales.
• High understanding of the Primary Market and Investor Services product segment to discuss intelligently with relevant stakeholders (issuers, issuing agents, law firms, investors…).
• Solid or in-depth understanding of the issuance ecosystem and related services in line with the Group strategy is imperative.
• An understanding of the wider Euroclear Group products is essential.

Soft Skills

• Ability to build, foster, and maintain positive professional relationships with the relevant stakeholders in charge of the product/segment of primary market responsibility (Front and Middle Office…).
• Inclusive and collaborative approach to the team and other stakeholders within the Euroclear Group.
• Excellent interpersonal communication skills (written and verbal) and team player.
• Flexibility, very good organisation skills, impact and results oriented.
• Ability to adapt actions to the needs and requirements expressed by the relevant client segment as well as other stakeholders.
• Problem solving and conflict resolution capabilities.
• The ability to thrive in constantly evolving environment (analytical and research skills).
• High degree of resourcefulness.
• Fluent Dutch and English speaker.

Key skills/competency

• Issuer Services
• Primary Markets
• Equity Capital Markets
• IPO Process
• Business Development
• Client Relationship Management
• Sales Strategy
• Stakeholder Engagement
• Market Analysis
• Product Promotion