Business Development Director (LBG/0418/613230)

At Lloyds Banking Group we’re driven by a clear purpose; to help Britain prosper. Across the Group our colleagues are passionate about making a difference to customers, businesses and communities.

Our Commercial Banking division has a rich heritage of supporting businesses and the economic prosperity of the nation, passionate about UK businesses and those with strong links to the UK. We provide customers with the support they need to help them grow, manage risk and improve efficiency. We also continue to invest in our relationship teams and deepen our product expertise to ensure we deliver first class service.

Commercial Banking provides support to corporate clients through the provision of core banking products, such as lending, deposits and transaction banking services whilst also offering clients expertise in capital markets (private placements, bonds and syndicated loans), financial markets (foreign exchange, interest rate management, money market and credit) and private equity. This enables us to meet the varying and sometimes complex needs of all types of corporate clients.

We have an exciting opportunity to join our Mid Markets team delivering relationship banking to a range of businesses between £25m-£750m turnover. We provide local, whole bank support to over 4,500 companies, including a large number of household brands ranging from state of the art industry experts to high street retail brands.

As the Business Development Director, you will take a leading role in building meaningful relationships with clients, representing the Group, and playing a critical part in the growth of the Mid Markets business. Your role will help our clients achieve their growth and trade ambitions and contribute to our purpose to Help Britain Prosper.

In the role, you’ll win quality new clients, achieved through direct targeting of prospects as well as through your management of professional relationships to establish business leads. By building and maintaining your profile, you’ll be able to share standard methodology, to find opportunities to generate business and income growth for the business.

Requirements for success:

– Self-originate Lending, Deposit and Client Wins by effectively identifying and understanding prospect needs. You have a consistent track record of delivery in the pitching and structuring of borrowing facilities across various commercial banking product sets and understand the fundamental factors in relation to debt and credit appetite to focus on deliverable opportunities.

– Target, initiate and build strategic relationships with prospects to deliver bespoke and innovative solutions to satisfy clear client needs, engaging partners where appropriate. Utilise thought leadership and market insight to build strategic level communication with management teams.

– Build and maintain a strong external professional network, across corporate finance, accountancy and other key market influencers to identify new business opportunities, build advocacy and gain market insight.

– Excellent communicator that demonstrates the ability to influence key prospect partners (e.g. CFOs, CEOs) with integrity and trust, and has demonstrable past performance of closing key deals. Asks great questions and listens intently, and builds a quality personal brand.

– Demonstrate sales leadership through robust portfolio & pipeline management techniques, dedicatedly coaching BDA’s and other product partners as necessary. Develop sales/relationship capability and embed relationship behaviours and client focussed sales culture.

– Demonstrates expertise and attention to detail in managing the pitch process. Maintains effective oversight of new Client on boarding activity to ensure healthy pipeline conversion.

– Establishes robust understanding of MM proposition, Market share, sectors, opportunity, product knowledge and risk appetite; actively interpret and apply knowledge into plans relevant to market opportunity. Clearly differentiate LBG from competition in chosen markets & segments.

– Build & cultivate strong relationships with key product partners to formulate prospect strategy including through the structured use of account planning and track delivery / success of these plans. Foster a joined-up and collegiate approach to prospecting execution.

– Work closely with both the National Head of BD and Regional BD Head to formulate and propose plans for business development as part of the planning process to deliver income, balance sheet growth and volume targets in line with agreed business objectives

– Develop, identify and share standard methodologies with colleagues nationally to deliver best in class pitching and content to our key prospects.

– Monitor local industry, market, customer and regulatory trends to ensure that business opportunities are defined, built and deliver a response that protects and develops business benefit for the Group.

– Lead role in representing Lloyds Bank in the local area including the coordination of marketing and social media activity

– Ensure activities align with internal and external policies, including credit, asset quality, legal, statutory and regulatory reporting as necessary

– Coach Business Development Associates (BDA) to support the delivery of BD strategy & new business targets. Ensure BDA utilises marketing, sector & pitch-book resources to drive benefit of the wider Area team.

We are dedicated to giving you opportunities and support to develop you both professionally and personally to optimise your potential.

As a new colleague of Lloyds Banking Group, you’ll join us on our journey to build a 21st century bank that reflects modern Britain, and build an inclusive culture where all colleagues feel welcomed and valued.

Together we make it possible.