Associate Director / Senior Manager - Trust Business Development

Ascentium • Full Time • Hong Kong, Hong Kong Island, Hong Kong S.A.R. • 7h ago

Ascentium is a leading global corporate & business services, fund services and trust services platform dedicated to helping businesses and individuals scale greater heights. Headquartered in Singapore, Ascentium drives extraordinary growth through expert people, purpose-led technology, and an unwavering commitment to service excellence. Drawing on over 50 years experience in key global jurisdictions such as the British Virgin Islands, Cayman Islands, Cyprus, Hong Kong, and Singapore, our teams combine deep local expertise with global reach, offering time zone and language-appropriate services to clients around the world. We are seeking a commercially driven Senior Trust Business Development professional 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. 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.
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.

Required skills

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 Skills

Experience working across Asia and with international clients; multilingual capability with a native level Mandarin proficiency is an advantage.
Entrepreneurial mindset with a hands-on approach to building channels and campaigns.

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