Senior Business Development Associate

Location: Frankfurt, Germany

Salary: Competitive

Work Type: Hybrid Working

The Role: Senior Business Development Associate, Germany

GLAS is an international provider of institutional debt administration services, serving lenders, borrowers, issuers, and advisers offering a global platform across Loan Agency and related services, Capital Markets and Restructuring.

GLAS’ vision is to be recognised as the best-in-class independent, non-creditor, conflict-free provider of institutional debt administration services, enabling global clients and counterparties to achieve successful outcomes on their transactions.

The business currently comprises c.550 employees who deliver a solution-based, innovative service, ensuring GLAS is the preferred global partner of choice. GLAS has a blue-chip customer base developed over many years; select clients include Apollo, Blackstone, CVC, Deutsche Bank and Goldman Sachs. GLAS has been recognised as the premier independent provider of loan agency and bond trustee services with a portfolio of over $800 billion assets across its global platform. The company is headquartered in London with offices in Paris, Frankfurt, Madrid, New York, New Jersey, Sydney, Melbourne, Brisbane, Singapore, Dubai, Hong Kong, Milan and Rome.

GLAS is an international provider of institutional debt administration services, serving lenders, borrowers, issuers and advisers through a global platform spanning Loan Agency and related services, Capital Markets and Restructuring. GLAS’ vision is to be recognised as the best-in-class independent, non-creditor and conflict-free provider of institutional debt administration services, enabling global clients and counterparties to achieve successful outcomes on their transactions.

Reporting to the Head of Business Development, the Senior Business Development Associate will support the origination and conversion of new business opportunities across Germany and the wider DACH region. The role will contribute to pipeline growth by identifying prospective clients, developing relationships and coordinating opportunities through the sales process from initial introduction to successful close. The successful candidate will combine strong knowledge of the German loan and bond markets with a proactive, commercially focused approach and will work closely with Business Development colleagues and key internal stakeholders to deliver high-quality proposals, maintain accurate pipeline information and provide an excellent client experience.

Responsibilities

Develop business leads and secure introductions to potential new clients across Germany and the wider DACH region
Support the effective management of the German sales pipeline
Coordinate opportunities throughout the collaborative sales process, from origination through to closing
Contribute to the development and implementation of the Business Development strategy for Germany
Identify, develop and maintain relationships with key target clients
Build relationships with sponsors, corporates, debt funds, debt advisers, banks and law firms operating in the German market
Create and maintain effective client calling plans
Support and share knowledge with junior Business Development colleagues
Identify opportunities to broaden GLAS’s service and product offering in Germany
Attend relevant loan, bond and restructuring market conferences and industry events
Work closely with Marketing to create high-quality pitch materials for client meetings
Represent GLAS at client entertainment and networking events
Prepare and deliver fee proposals for new opportunities, liaising with Business Development colleagues to ensure pricing consistency
Monitor outstanding fee proposals and ensure appropriate follow-up
Support won mandates from inception through to closing to help deliver a strong client experience
Provide regular updates on deal and meeting activity at Business Development sales meetings
Maintain accurate and up-to-date management information using internal CRM and reporting systems
Escalate key commercial terms in facility documentation that require further discussion or negotiation
Support internal approval requests for products or services outside the GLAS Terms of Reference
Build and maintain strong internal and external stakeholder relationships
Work closely with key internal stakeholders to develop a detailed understanding of GLAS’s services and unique selling points
Undertake business travel across Germany and the wider DACH region as required

Experience and Qualifications

Relevant sales or business development experience within financial or professional services
Fluent German and English language skills, both written and spoken
Strong ability to communicate with and influence senior stakeholders
Experience working successfully within complex, matrixed organisations
Strong relationship-building, communication and influencing skills
Sound commercial judgement and a proactive approach to business development
Results-driven, resilient and able to perform effectively under pressure
Self-motivated and enthusiastic, with the ability to work effectively on own initiative
Ability to support, coach and share knowledge with junior colleagues
Strong knowledge of the German loan and bond markets
Demonstrable track record of contributing to sales and client-calling objectives
Knowledge of key sectors and transactions across Germany and the wider DACH region
Established relationships with German and international banks and financial institutions
Relationships with private equity firms, sponsors, specialist fund managers and other relevant market participants
Relationships with major German and international law firms and professional advisers

Person Specification

Collaborative approach across all GLAS business units
Strong self-motivation and effective time management
Excellent interpersonal and stakeholder management skills
Commitment to supporting and developing colleagues
Innovative and commercially focused thinking

Benefits

Salary + bonus
Hybrid working
Long service award
Career development and study support
Good holiday entitlement

Our people are at the heart of GLAS's success. We are committed to attracting, developing and retaining talented individuals in an environment built on inclusivity, diversity and opportunity. We believe that diverse perspectives drive innovation, encourage meaningful discussion and help us deliver the best outcomes for our clients.

Wearepassionateaboutsupportingouremployees'careerdevelopmentandlong-termsuccess.OurcultureisunderpinnedbyourcorevaluesofExcellence,ClientCentricity,CollaborationandInnovation,whichguidethewaywework,supportourclientsandachieveresultstogether.

At GLAS, we are committed to creating an environment where everyone has the opportunity to contribute, develop and thrive, regardless of background or experience. We believe that fostering an inclusive workplace strengthens our business, our people and the service we provide to our clients

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Glas Sas