Why Harneys Fiduciary
Harneys Fiduciary is a leading global offshore corporate services provider specialising in the provision of corporate administration, trust and fiduciary services in the British Virgin Islands, the Cayman Islands, Cyprus, Hong Kong and Singapore.
The business is expanding and has a number of exciting opportunities to fill following the recent announcement of its acquisition funded by Hillhouse, a global private equity firm.
Harneys Fiduciary offers an unparalleled and distinctive opportunity for skilled individuals who are in pursuit of their next career step within a rapidly evolving arena. Join our team and play a pivotal role in our ambitious growth plans and in driving our journey towards success.
Harneys Fiduciary is strictly an equal opportunities employer and we recognise the benefits of diversity.
Position Summary:
We are seeking a commercially driven Trust Business Development Manager to accelerate revenue growth across our trust and fiduciary services. This role focuses on originating new business from HNWI/UNHWI and family office clients, cultivating relationships with intermediaries, and expanding share of wallet within existing accounts. The ideal candidate combines deep trust and fiduciary knowledge with a consultative sales approach, strong intermediary networks, and disciplined pipeline management.
Key Responsibilities
Go-to-Market & Sales Origination:
- Develop and execute a market development plan to achieve quarterly and annual revenue targets across key segments (HNWI/UNHWI, family offices, private banks, law and tax firms).
- Proactively source and qualify leads through your network, events, referrals, and targeted outreach; build a robust, well-forecasted pipeline.
- Conduct discovery to understand client objectives (wealth transfer, asset protection, succession, philanthropy) and position appropriate trust and fiduciary solutions.
- Prepare and deliver proposals, pitch materials, and pricing in collaboration with Product, Legal, and Trust Administration teams.
Intermediary & Partner Development:
- Build and maintain strategic relationships with private bankers, EAMs, lawyers, tax advisors, and corporate service providers to drive consistent referrals.
- Negotiate and manage introducer agreements; monitor referral performance and ROI.
- Represent the firm at industry events, conferences, and seminars; organize and speak at client/intermediary briefings and thought-leadership sessions.
Account Growth & Cross-Sell:
- Work with Relationship Managers and Trust Administration to identify cross-sell and up-sell opportunities across jurisdictions, structures, and ancillary services (corporate services, fund admin, family office solutions, philanthropy).
- Lead account planning for top clients and intermediaries; drive multi-threaded engagement to deepen relationships and increase revenue per client.
Onboarding & Deal Execution:
- Coordinate end-to-end conversion from prospect to client: proposal, KYC/AML, source-of-wealth/source-of-funds, fee agreements, and onboarding documentation.
- Partner with Compliance to navigate complex due diligence and regulatory requirements without compromising speed-to-close.
- Ensure seamless handover to Trust Administration and Relationship Management with clear scope, risk considerations, and success metrics.
Market Intelligence & Product Feedback:
- Track market trends, competitor offerings, pricing, and regulatory developments across key trust jurisdictions (e.g., Singapore, Cayman, BVI).
- Provide structured feedback to Product/Management on client needs and white-space opportunities; contribute to new product packaging and marketing content.
Risk, Compliance & Governance:
- Adhere to internal policies, AML/CFT standards, sanctions screening, and regional regulatory requirements.
Metrics & Reporting:
- Provide timely forecasts, activity reporting, and account updates to senior management.
Qualifications and Experience:
- Bachelor's degree in law, finance, business, or related field; professional qualifications (e.g., STEP, CFA, CA, CFP) preferred.
- 5–8+ years experience in trust and fiduciary services, private banking, wealth planning, or related professional services with a strong sales/new-business track record.
- Solid understanding of trust law, fiduciary duties, wealth planning structures, and regulatory frameworks across common trust jurisdictions (Singapore, Cayman, BVI; others a plus).
- Demonstrated success originating and closing complex, multi-stakeholder deals with HNWI/UNHWI and family offices.
- Established network of intermediaries in the region; proven ability to develop introducer channels.
Skills and Competencies:
- Consultative selling, solution structuring, and executive communication skills.
- Strong commercial acumen with disciplined pipeline management and forecasting.
- Ability to translate technical trust concepts into clear client value propositions.
- High integrity, discretion, and cultural sensitivity; comfortable engaging at C-suite and family principal levels.
- Self-starter with resilience and the ability to navigate ambiguity and competing priorities.
Preferred Attributes:
- Experience working across Asia and with international clients; multilingual capability is an advantage.
- Entrepreneurial mindset with a hands-on approach to building channels and campaigns.
