Director Of Client Development Director Of Client Development …

ACA Compliance Group
in Iselin, NJ, United States
Permanent, Full time
Be the first to apply
base + Commission
ACA Compliance Group
in Iselin, NJ, United States
Permanent, Full time
Be the first to apply
base + Commission
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 and ACA staff to determine needs, ongoing account management, cross division sales efforts, coordination with marketing teams, and all related activities

Summary of Responsibilities:

  • 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. 
  • Matching specific client requirements and business needs to ACA products and services 
  • Creating RFP responses, proposal creation, client presentations
  • 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 ACA’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.

Summary of Minimum Qualifications and Knowledge Requirements:

  • 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 success in meeting and exceeding goals, and having achieved premium sales "club" recognition.
  • 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.
  • Excellent analytical skills
  • Excellent leadership skills
  • Demonstrated professional integrity
  • Dependable, flexible, and adaptable to new ACA initiatives and changing client needs
  • Ability to work well in a fast-paced, small-team environment
  • Ability to work independently, multi-task and prioritize effectively
  • Ability to establish and maintain effective working relationships with colleagues and clients
  • Highly motivated and goal oriented; proactive in one’s own education and career progression; volunteers for and shows initiative on both internal and external projects and tasks
  • Dedicated to upholding ACA’s high-quality standards and customer service focus
  • Strong organizational and problem-solving skills with attention to detail  
  • Strong oral and written communication skills
  • 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)