Established in 1997, Hilton-Baird Financial Solutions is an award-winning commercial finance brokerage which introduces businesses of all sizes to the most suitable funding solutions on the market, releasing the working capital that is fundamental to their growth. Based in Southampton, Hampshire, Hilton-Baird is part of FRP, a leading national business advisory firm with 34 offices and more than 800 team members, including 107 Partners, across the UK and overseas.
Partnerships & Business Development Manager
Purpose of role
The primary function of the Partnerships and Business Development team is to generate new business opportunities and additional income for the business, through new and own prior (established) contacts, to build a network of business referrers, primarily externally and also from within our wider FRP colleagues.
This role necessitates a self-starter, driven individual, who has a high level of business acumen and communication / presentation skills. This diverse role would suit a candidate who is motivated, organised and professional, whilst able to deliver in a fast-paced environment and adheres to compliance requirements and best practice at all times. This is a sales role within the brokerage team of Hilton-Baird Financial Solutions and has no direct reports. Hilton-Baird Financial Solutions is part of FRP Advisory.
Key responsibilities
New business development
- Generate new business opportunities through cold and warm telephone calling
- Build an appropriate network of business referrers and network as appropriate, producing a high return on investment
- Introduce our company and services to a variety of businesses and ascertain if there is any current or future funding requirement for our products and solutions
- Complete a full fact find, which involves gathering information on the business and discussing the options available to them
- Manage and develop your own diary in order to meet touchstones
- Build relationships and gather appropriate personal information on businesses, in a compliant way
- Maintain a detailed and accurate record of all business dialogue, to include telephone conversations and meetings introductions
- Based on designated mandate and in accordance with our brokerage processes
- Develop a thorough understanding of the invoice finance and corporate finance market, and keep up to date with changes in criteria and products offered by funding partners
- Gain a clear understanding of prospect businesses and their requirements by spending appropriate time on the telephone and, on occasion, at meetings
- Develop and maintain relationships with funding partners and broker leads appropriately
- Introduce leads to appropriate lenders and negotiate / help to structure facilities
- Maintain regular contact with prospects and funding partners during and after the sales process, as appropriate
- Attend regular meetings with the team and management, and provide updates on business development / pipeline activity
- Progress leads to valid opportunities and ultimately new deals
Partnerships development
- Identify potential strategic partnership candidates and engage with them as appropriate under our various partnership schemes in order to generate new business leads through them
- Effectively communicate the benefits of partnering with HBFS and the value of our services to them, their clients and online visitors
- Liaise with accountants and other trusted business advisors in order to win new business through them
Other responsibilities
- Ensure compliance to all data, as well as FCA and other regulations
- Weekly reporting of work in progress, as well as ad hoc reporting and analysis
- Providing ad hoc assistance and support to the MD and the team, as requested by the MD
- Manage workloads and prioritise work to meet both personal and business touchstones and team KPIs
- Prepare reports and provide analysis of data and information in a concise and meaningful way
- Liaise with all contacts, both internal and external, in a professional, effective and courteous manner
- Attend regular meetings with external parties, work givers, team and management, and update on business development / pipeline activity
- Continued improvement of departmental processes to ensure that all opportunities are processed as smoothly and effectively as possible
- Identify trends and suggest improvements to processes and strategy
- Perform against touchstones individually whilst contributing to the overall productivity of the team and business
- Identify any issues or queries and work towards a resolution
- Ensure anything outside the standard processes are escalated to the Managing Director
- Any duty you may be asked to perform as part of a special project
- Attend regular team meetings and contribute as appropriate
Person specification
Education and experience
The candidate should have a proven track record within Invoice Finance and have either a minimum of 5 years within client management or 3 years within sales or a related role.
Skills & attributes
- Ability to learn quickly, digest information and possess the will to excel in the role
- Ability to prioritise work, remain organised and manage deadlines
- Determination and drive to meet touchstones
- Ability to work with others effectively, courteously and assertively
- Complete tasks in a timely and professional manner
- Keenness to learn and develop knowledge
- Adherence to best practice and compliance at all times
- Ability to interpret terms and conditions and effectively engage with potential introducers and strategic partners
- Excellent communication skills (written, face-to-face, video conferencing and telephone)
- Excellent written English and numerical skills
- High level of attention to detail
- Computer proficiency – Word, Excel, Outlook, Infor (or similar CRM), PowerPoint and online applications
- Ability to work on their own initiative but take direction well and constructively
- Confident, professional, self-motivated, adaptable, dynamic and flexible
- An understanding of invoice finance, ABL and/or the wider commercial finance sector
- Ability and willingness to pick up new and evolving elements to the role
- A high level of business acumen
What we offer
- A vibrant, enjoyable and committed workplace with hybrid / flexible working
- Rewarding and uncapped discretionary bonus structure
- Profit-related pay after completing a full financial year (May to April)
- Permanent Health Insurance and Life Assurance benefits after 12 months of service
- 25 days holiday (excluding bank holidays)
- Private medical insurance
- FRP pension scheme after three months’ service. Further details will be provided following commencement of employment
- Ongoing training both internally and externally – we invest and take great interest in our employees’ personal development
- The opportunity to be an integral part of a company that makes a real difference to UK SME and corporate businesses and works collaboratively with our partners
- Opportunities to develop your skills and enhance your career within or alongside our parent company, FRP
- Annual flu vaccination
- Employee Assistance Programme
- Flexible Benefits Scheme, with the option to enhance core benefits and select additional optional benefits
About Hilton-Baird Financial Solutions
How to apply
To apply for this position please email recruitment@hiltonbaird.co.uk attaching your CV and covering letter, stating clearly which role you are interested in.
Team testimonials
“My progress has been supported by both ongoing internal training as well as tailored external training, including consultative sales techniques and industry-recognised qualifications.”
“Working within an experienced and supportive business and team is an advantage, assisting not only with achieving satisfaction in my current role, but also in my further studies and career development.”
“Hilton-Baird provides a great working environment with a friendly team atmosphere, support and the drive to achieve results.”
“From day one, the company provided ongoing training and support, from developing my communication skills through to product insight and knowledge. Fourteen years on, I am excelling and yet still learning, improving and expanding my understanding of the asset based lending and wider commercial financial world, as well as the many different business sectors we help.”
“It was clear early on that there is no such thing as a silly question to ask and that everyone is here to support each other in order to succeed.”
“As we speak to and assist a wide range of sectors and businesses, each day presents new opportunities and challenges to keep everything fresh and interesting.”
“Whilst admitting at my interview that I planned for this to be short-term employment to gain experience and knowledge of the sector, fast forward 16 years and I am now a key part of the team, and this is down to the working environment and my colleagues.”
“We are given every opportunity to progress our careers and broaden our expertise, and are well supported by the management team. I’m pleased to have progressed through the ranks.”
“The role provides me with something new every day. Each conversation I have with prospects provides me with greater knowledge of a wide range of sectors and the challenges many business owners face on a day-to-day basis. Combined with the fact the market is constantly evolving, there is always something new to learn, which is important to me.”
