Business Development Lead, Asia

Business Development Lead, Asia

Location: Hong Kong or Singapore

Salary: Negotiable

About GLAS

GLAS is an award-winning independent debt administration services company providing, amongst other services, loan agency, security agency and corporate trustee services in the international debt capital markets.

With its origins in acting in complex restructuring transactions, GLAS' work covers a broad range of transactions ranging from direct lending with banks and debt funds to high yield bond issuances and complex debt restructurings. GLAS' services are delivered in connection with corporate debt, acquisition finance, project and infrastructure finance and sponsor and corporate-led leveraged finance transactions.

GLAS currently has offices in London, Sydney, New York, New Jersey, Brisbane, Melbourne, Paris, Frankfurt, Madrid, Dubai, Hong Kong and Singapore. An opportunity has arisen to join this growing and dynamic firm to support and develop GLAS's growing business in Asia.

Position Summary

We seek a confident, results-driven and self-motivated individual to lead and develop our Business Development team in Asia. The role can be based in either Hong Kong or Singapore, but you will be responsible for growing GLAS's business across the Asia region, so frequent travel (3-4 trips per quarter) between the GLAS offices in each city will be expected.

As the leader of GLAS's Business Development activities in Asia, you will play a crucial role in driving the company's revenue growth by identifying and securing new business opportunities, nurturing client relationships, and expanding our market presence. You will be fully supported to achieve these goals by senior colleagues based in other GLAS offices, including Australia, London and New York.

Responsibilities

• Develop and implement (together with colleagues in the global GLAS Business Development team) a strategic business development plan for GLAS in Asia to achieve revenue targets and long-term growth objectives.
• Identify and pursue new business opportunities through market research, prospecting, and networking activities.
• Build and maintain a robust transaction pipeline by generating leads, qualifying prospects, and converting them into clients.
• Create and maintain detailed calling plans and records of client meetings and opportunities using internal CRM and reporting systems.
• Establish and nurture strong relationships with key decision-makers, stakeholders, and industry influencers to expand the firm's network and enhance brand visibility.
• Track and analyse market trends, competitive activities, and client feedback to identify potential business opportunities and adjust strategies accordingly.
• Identify and track industry conferences and networking events held across the Asia region and determine how best to use the available Marketing budget to sponsor and attend such events.
• Represent the company at industry conferences and networking events to promote brand awareness and generate leads.
• Collaborate with internal stakeholders to ensure seamless coordination and alignment of business development efforts.
• Spend time with internal stakeholders to gain a good understanding of GLAS's full product and service offering in Asia.
• Regular travel between GLAS offices in Hong Kong and Singapore, as well as to other countries in Asia to attend client meetings and conferences, within approved travel budget – target 3-4 trips per quarter.
• Present weekly updates of deal and meeting activity at internal meetings of key stakeholders.
• Work closely with Marketing to develop pitch material for presentation at client meetings.
• Identify, develop and train new Business Development colleagues.
• Identify key services / products as areas of development to broaden GLAS's offering.
• Prepare and deliver fee proposals on new opportunities, liaising with other Business Development colleagues to ensure consistency in pricing.
• Daily monitoring of outstanding fee proposals issued ensuring periodic follow ups occur.
• Assist in the improvement of the client experience by following a won mandate from inception to close.

Experience and Qualifications

• Bachelor's degree in business administration, marketing, or a related field.
• Proven track record of success in business development, sales, or client acquisition within the professional services field.
• Strong professional relationships with key individuals in regional and international banks, financial institutions, private equity houses, fund managers, financial advisors and law firms.
• An understanding of (and willingness to learn about) the full range of products and services offered by GLAS in Asia.
• Exceptional interpersonal and communication skills, with the ability to establish rapport, influence decision-makers, and negotiate effectively.
• Cantonese/Mandarin skills strongly preferred.
• Strategic thinker with the ability to identify emerging market trends and translate them into actionable business development strategies.
• Self-motivated and target-driven individual with a demonstrated ability to meet and exceed sales targets.
• Excellent presentation and proposal development skills, with the ability to convey complex concepts in a clear and compelling manner.
• Strong analytical and problem-solving skills, with the ability to understand client needs and develop innovative solutions.
• Highly organised with a "can do" attitude.
• Proactive thinker and planner with a strong work ethic.
• Proficiency in using CRM software and other sales tools to manage leads, track activities, and generate reports.

It's our people who make GLAS successful and we strive to recruit and retain the best people and operate in an environment underpinned by inclusivity, diversity, and opportunity. We recognise that a more inclusive workplace allows ideas and a variety of points of view to trigger discussions or deliver innovative results.

We want people at GLAS to be successful - we are committed in your career development. We truly believe in and live by our values of stepping in, stepping up and standing out.