Senior Business Development Associate

Senior Business Development Associate

Location: Frankfurt, Germany

Salary: Competitive

Work Type: Hybrid Working

The Role: Senior Business Development Associate, Germany

GLAS is an international provider of institutional debt administration services, serving lenders, borrowers, issuers, and advisers offering a global platform across Loan Agency and related services, Capital Markets and Restructuring.

GLAS’ vision is to be recognised as the best-in-class independent, non-creditor, conflict-free provider of institutional debt administration services, enabling global clients and counterparties to achieve successful outcomes on their transactions.

The business currently comprises c.550 employees who deliver a solution-based, innovative service, ensuring GLAS is the preferred global partner of choice. GLAS has a blue-chip customer base developed over many years; select clients include Apollo, Blackstone, CVC, Deutsche Bank and Goldman Sachs. GLAS has been recognised as the premier independent provider of loan agency and bond trustee services with a portfolio of over $800 billion assets across its global platform. The company is headquartered in London with offices in Paris, Frankfurt, Madrid, New York, New Jersey, Sydney, Melbourne, Brisbane, Singapore, Dubai, Hong Kong, Milan and Rome.

GLAS is an international provider of institutional debt administration services, serving lenders, borrowers, issuers and advisers through a global platform spanning Loan Agency and related services, Capital Markets and Restructuring. GLAS’ vision is to be recognised as the best-in-class independent, non-creditor and conflict-free provider of institutional debt administration services, enabling global clients and counterparties to achieve successful outcomes on their transactions.

Reporting to the Head of Business Development, the Senior Business Development Associate will support the origination and conversion of new business opportunities across Germany and the wider DACH region. The role will contribute to pipeline growth by identifying prospective clients, developing relationships and coordinating opportunities through the sales process from initial introduction to successful close. The successful candidate will combine strong knowledge of the German loan and bond markets with a proactive, commercially focused approach and will work closely with Business Development colleagues and key internal stakeholders to deliver high-quality proposals, maintain accurate pipeline information and provide an excellent client experience.

Responsibilities

- Develop business leads and secure introductions to potential new clients across Germany and the wider DACH region

- Support the effective management of the German sales pipeline

- Coordinate opportunities throughout the collaborative sales process, from origination through to closing

- Contribute to the development and implementation of the Business Development strategy for Germany

- Identify, develop and maintain relationships with key target clients

- Build relationships with sponsors, corporates, debt funds, debt advisers, banks and law firms operating in the German market

- Create and maintain effective client calling plans

- Support and share knowledge with junior Business Development colleagues

- Identify opportunities to broaden GLAS’s service and product offering in Germany

- Attend relevant loan, bond and restructuring market conferences and industry events

- Work closely with Marketing to create high-quality pitch materials for client meetings

- Represent GLAS at client entertainment and networking events

- Prepare and deliver fee proposals for new opportunities, liaising with Business Development colleagues to ensure pricing consistency

- Monitor outstanding fee proposals and ensure appropriate follow-up

- Support won mandates from inception through to closing to help deliver a strong client experience

- Provide regular updates on deal and meeting activity at Business Development sales meetings

- Maintain accurate and up-to-date management information using internal CRM and reporting systems

- Escalate key commercial terms in facility documentation that require further discussion or negotiation

- Support internal approval requests for products or services outside the GLAS Terms of Reference

- Build and maintain strong internal and external stakeholder relationships

- Work closely with key internal stakeholders to develop a detailed understanding of GLAS’s services and unique selling points

- Undertake business travel across Germany and the wider DACH region as required

Experience and Qualifications

- Relevant sales or business development experience within financial or professional services

- Fluent German and English language skills, both written and spoken

- Strong ability to communicate with and influence senior stakeholders

- Experience working successfully within complex, matrixed organisations

- Strong relationship-building, communication and influencing skills

- Sound commercial judgement and a proactive approach to business development

- Results-driven, resilient and able to perform effectively under pressure

- Self-motivated and enthusiastic, with the ability to work effectively on own initiative

- Ability to support, coach and share knowledge with junior colleagues

- Strong knowledge of the German loan and bond markets

- Demonstrable track record of contributing to sales and client-calling objectives

- Knowledge of key sectors and transactions across Germany and the wider DACH region

- Established relationships with German and international banks and financial institutions

- Relationships with private equity firms, sponsors, specialist fund managers and other relevant market participants

- Relationships with major German and international law firms and professional advisers

Person Specification

- Collaborative approach across all GLAS business units

- Strong self-motivation and effective time management

- Excellent interpersonal and stakeholder management skills

- Commitment to supporting and developing colleagues

- Innovative and commercially focused thinking

Benefits

- Salary + bonus

- Hybrid working

- Long service award

- Career development and study support

- Good holiday entitlement

Our people are at the heart of GLAS's success. We are committed to attracting, developing and retaining talented individuals in an environment built on inclusivity, diversity and opportunity. We believe that diverse perspectives drive innovation, encourage meaningful discussion and help us deliver the best outcomes for our clients.

We are passionate about supporting our employees' career development and long-term success. Our culture is underpinned by our core values of Excellence, Client Centricity, Collaboration and Innovation, which guide the way we work, support our clients and achieve results together.

At GLAS, we are committed to creating an environment where everyone has the opportunity to contribute, develop and thrive, regardless of background or experience. We believe that fostering an inclusive workplace strengthens our business, our people and the service we provide to our clients