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Australia Business Development Lead
GLAS
Sydney, AUS
Full-time
Lead
Onsite
Discovered Yesterday
Full Job Posting
Key Responsibilities
- Business Development Leadership
- Lead and develop the Business Development team in Australia, setting clear expectations for market activity, pipeline progression, opportunity conversion and revenue delivery.
- Set and execute the Australian business development strategy in alignment with APAC and global growth priorities.
- Establish a strong performance rhythm, including regular pipeline reviews, forecasting, opportunity tracking and accountability against agreed objectives.
- Coach and support team members to build origination capability, strengthen market coverage and improve commercial execution.
- Foster a high-performance culture focused on proactive origination, collaboration, accountability and measurable growth.
- New Business Growth and Origination
- Identify, develop and convert new business opportunities across the Australian market.
- Build a disciplined, high-quality pipeline of prospects and mandates across target client segments and service lines.
- Lead prospect engagement, pitches, presentations, RFP responses, fee proposals and commercial negotiations.
- Develop targeted market and account plans that translate growth priorities into clear client activity and revenue opportunities.
- Maintain momentum across opportunities from initial engagement through mandate award and successful handover.
- Identify opportunities to introduce new products, services and market propositions that support growth in Australia.
- Market Coverage and Relationship Development
- Build and maintain senior relationships with private credit funds, banks, financial sponsors, law firms, borrowers, issuers, advisers and institutional investors.
- Expand GLAS’ visibility and network across the Australian and New Zealand debt and capital markets ecosystem.
- Represent GLAS at client meetings, industry conferences, networking events and market forums.
- Develop relationship maps and coverage plans for priority prospects and market influencers.
- Position GLAS as the independent partner of choice across relevant debt administration and transaction services.
- Pipeline, Data and Commercial Management
- Maintain accurate and timely opportunity, activity and deal information within CRM systems.
- Provide reliable forecasting, pipeline reporting and performance insights to the APAC Business Development Lead and senior leadership.
- Use sales data, client feedback and market intelligence to assess pipeline health, identify gaps and prioritise resources.
- Ensure appropriate discipline and consistency in opportunity qualification, pricing, proposal development and sales governance.
- Monitor performance against agreed activity, conversion and revenue targets and implement corrective action where required.
- Market Intelligence
- Monitor Australian and New Zealand market activity, industry developments, competitor trends and emerging client needs.
- Share relevant intelligence and commercial insights across APAC and global teams.
- Use market insights to identify priority sectors, client segments, product opportunities and areas for increased market share.
- Cross-Functional Collaboration
- Work closely with Client Relationship Management, Transaction Management, Operations, Product and Marketing teams to deliver a coordinated client experience.
- Partner with the APAC Business Development Lead and regional BD colleagues to support cross-border opportunities and consistent market coverage.
- Coordinate the successful handover and onboarding of new mandates to operational teams.
- Collaborate with global colleagues to pursue international opportunities and deliver consistent pitches and proposals across jurisdictions.
- Support marketing initiatives, thought leadership and campaigns relevant to the Australian market.
- Experience & Qualifications
- Significant business development, origination or sales experience within financial services, with accountability for new business and revenue outcomes.
- Strong understanding of syndicated loans, private credit, debt capital markets, restructuring, trustee services or related financial products.
- Proven track record of originating opportunities, winning mandates and developing long-term client relationships in Australia.
- Established network across financial sponsors, lenders, advisers, law firms, borrowers, issuers and institutional investors.
- Experience leading and developing business development or sales professionals.
- Demonstrated experience managing pipeline performance, forecasting accurately and reporting against growth objectives.
- Strong presentation, negotiation and communication skills, with the ability to engage senior stakeholders and C-suite decision-makers.
- Bachelor's degree or equivalent professional qualification.
- Additional financial services qualifications would be advantageous.
- Skills & Competencies
- Growth-oriented and commercially driven, with strong business acumen and a clear focus on new business generation.
- Exceptional relationship-building, networking and stakeholder management skills.
- Strong leadership, coaching and team development capability.
- Strategic and execution-focused, with the ability to translate market priorities into measurable action.
- Confident presenter and negotiator with strong written and verbal communication skills.
- Data-driven and disciplined in pipeline management, forecasting and decision-making.
- Highly organised, self-motivated and able to manage multiple priorities.
- Able to work independently while collaborating effectively across regional and global teams.
- Professional, credible and able to represent GLAS at the highest standard.
- Success Measures
- Growth in new business revenue and mandates across Australia.
- A strong, qualified pipeline aligned to agreed target markets, client segments and service lines.
- Achievement of agreed activity, conversion and revenue targets.
- Expansion of GLAS’ Australian and New Zealand market coverage, prospect relationships and brand presence.
- Accuracy of pipeline data, forecasting and management reporting.
- Successful execution of pitches, proposals and commercial negotiations.
- Effective onboarding and handover of new mandates.
- Business Development team performance against agreed targets and objectives.
- Strong collaboration with APAC and global commercial and operational teams.
Qualifications
- Bachelor's degree or equivalent professional qualification.
About GLAS
Banking450 employeesFounded 2011
GLAS is a privately owned financial-services firm providing loan administration, debt administration, restructuring, and trustee services to credit-market participants.
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