Senior Manager, BTI Business Development & Sales.

JTC (Cayman) Ltd is seeking a full-time Senior Manager, BTI Business Development & Sales (Cayman) who will be accountable for growing BTI's Cayman business across custody, treasury, cash management, payments, FX and investments.
This role owns the Cayman commercial relationship, from market mapping and origination through solution design, proposal, conversion and disciplined handover to Operations. It will increase BTI's share of existing JTC client flows, win new external mandates and build strategic relationships across the Cayman funds, corporate, fiduciary and wealth ecosystem.
The successful candidate will be an externally credible, hands-on commercial leader who can translate complex client needs into deliverable solutions. Working with Operations, Product, Risk and Compliance, and with partners including, but not restricted to, BNY Mellon and Jefferies, the role will drive sustainable revenue while protecting client outcomes and JTC's reputation.

MAIN RESPONSIBILITIES AND DUTIES

> Cayman Commercial Leadership
> Define and execute a focused Cayman go-to-market strategy across custody, treasury, cash management, payments, FX and investments, aligned with BTI and Group objectives.
> Set stretching but credible revenue, pipeline and conversion targets by product, client segment and channel, with clear accountabilities and delivery plans.
> Position BTI as the default banking, treasury and investment solution for relevant JTC mandates, increasing internal referrals, penetration and wallet share.
> Map the JTC market and maintain a prioritised target universe across funds, special purpose vehicles, corporates, family offices, trusts and institutional clients.
> Identify the highest-value opportunities and allocate time and resources to mandates with clear strategic fit, deliverability and revenue potential.
> Provide market intelligence on client needs, competitor activity and regulatory developments to shape proposition, pricing and investment priorities.

> Business Development & Client Origination
> Originate, qualify, lead and convert complex opportunities, building a sustainable mix of new external business and growth from existing JTC relationships.
> Build senior relationships with fund managers, administrators, trustees, corporates, law firms, advisers, intermediaries and other key participants in the market.
> Lead discovery and solution design, articulating BTI's integrated value across custody, cash, payments, FX, deposits, money market funds and investments.
> Work with BNY Mellon, Jefferies and other strategic partners to develop credible custody, execution, settlement and treasury solutions for target clients.
> Lead pitches, proposals and RFP responses, coordinating subject-matter experts and presenting a clear, differentiated and commercially compelling proposition.

> Commercial Execution & Governance
> Own the end-to-end Cayman sales pipeline, maintaining accurate CRM data, qualification, next actions, probability, value, timing and revenue forecasts.
> Drive deal progression and remove obstacles, coordinating internal decision-makers while maintaining pace, ownership and a strong client experience.
> Develop robust business cases and pricing proposals that meet margin expectations and obtain the necessary commercial, risk and governance approvals.
> Ensure every converted opportunity has a disciplined handover to Operations, with agreed scope, responsibilities, onboarding plan, controls, service levels and client communications.
> Work closely with Legal, Risk, Compliance and Operations so commitments are accurate, deliverable and consistent with regulatory obligations and JTC's risk appetite.

> Client Relationships, Proposition & Performance
> Responsible for priority relationships, leading structured client reviews and identifying opportunities to deepen adoption, retention and wallet share.
> Turn client and intermediary feedback into actionable proposition improvements, working with Product, Operations and strategic partners to close capability gaps.
> Build a coordinated referral network across JTC service lines and leadership, making ownership, incentives and follow-up clear.
> Track and report revenue, pipeline health, conversion, activity and market insight to senior leadership, with corrective action where performance is behind plan.

ESSENTIAL REQUIREMENTS
> 3-5 years business development or sales experience in financial services, with a proven record of originating and converting complex, high-value mandates.
> A strong network across fund managers, administrators, corporates, trustees, family offices, advisers, law firms and/or institutional intermediaries.
> Good working knowledge of custody, treasury, cash management, payments, FX, deposits, money market funds and investment solutions.
> Demonstrable consultative and solution-selling capability, from discovery and proposition design through negotiation, close and implementation handover.
> Experience developing partner-led solutions with banks, custodians, brokers or asset managers; exposure to BNY Mellon and/or Jefferies is advantageous.
> Strong pipeline discipline and confidence using CRM, forecasting, conversion metrics and activity data to manage performance.
> Commercially astute, with sound judgement on pricing, margin, deal structure, prioritisation and return on sales effort.
> Experience operating in a regulated environment, with a practical understanding of AML/KYC, sanctions, conflicts, client suitability and governance requirements.
> Demonstratable experience providing strong communication, negotiation and relationship-management skills, able to build credibility internally and externally.
> Proactive, resilient and hands-on, with the drive to build pipeline personally while coordinating effectively across a matrix organisation.
> Relevant professional qualification in finance, investments, treasury or business is desirable; equivalent market experience will be considered.

ADDITIONAL DETAILS
Salary range is US$150,000 to US$165,000 per annum depending on qualifications, knowledge and experience working 37.5 hours per week. Benefits as deemed by law.

Working Hours: Monday to Friday 8:30 am to 5 pm
Interested applicants may send in their cv’s to: Charlotte.Hearn@jtcgroup.com