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 and 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 and 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 and 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 and 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 and 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 and Governance:
- Adhere to internal policies, AML/CFT standards, sanctions screening, and regional regulatory requirements
Metrics and Reporting:
- Provide timely forecasts, activity reporting, and account updates to senior management
Qualifications and Experience
- Bachelor 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
