Role Purpose

At Tonic we’re growing quickly. Driven by our growing reputation as expertise-led leaders across Capital Markets, we continue to expand our global team.

This is where you come in, to join our Leadership Team as Head of Collateral Americas, based in NYC/Boston.

This role will have full responsibility for our Collateral domain at Tonic, including:

1. Leading our Collateral Americas business development
2. Building out our Collateral capabilities, with expertise-led service offerings that meet our clients’ evolving needs
3. Performing high-quality client delivery, as a Senior Advisor/SME
4. Leading and growing our Collateral Americas team

You will also play an integral role in the definition of future company strategy and direction, ensuring that we build out our internal capabilities in line.

You will collaborate closely with the Tonic Co-Founders, Domain Heads, Head of Client Management, Head of Americas and the rest of the Tonic team.

Responsibilities

Tonic’s Head of Collateral Americas will be a key leader within Tonic, responsible for multiple key streams, described below

The Head of Collateral Americas will partner closely with our Head of Collateral UK & EMEA, and our other Domain Heads, to provide a market-leading Collateral service offering.

Lead our Collateral Americas Business Development

The Head of Collateral Americas will have overall responsibility for growing our Collateral Americas practice.

Sales Generation

• Ongoing relationship management with Tonic’s Collateral stakeholders (existing clients & targets)
• Leveraging of industry network for new sales opportunities
• Identification of new Tonic sales targets, across firms, divisions and individuals
• Cross-sell Tonic’s wider set of domain and service offerings

Sales Execution

• Lead Collateral service proposals and bids for new work
• Manage the delivery of high-quality service proposals, including services, plans, teams and commercials
• Contribute towards Client Statements of Work, for contracted services

Build Partner Relationships

• Upfront and ongoing identification of key vendors and industry partners within the Collateral & Clearing domains
• Relationship generation and building with targeted vendors, to establish:

Marketing & Events

• Raising Tonic’s Collateral profile in the Americas, via key marketing and events vehicles, such as:
  • Representation at industry event panels

• Attendance at key industry forums and working groups e.g. ISDA, ISLA, SIFMA, RMA, etc
• Speaking on webinars and podcasts
• Thought leadership creation e.g. website blogs, podcasts, videos, etc
• Website content, leveraging service deck and thought leadership materials
• Ongoing LinkedIn content creation

Build Out Our Collateral Americas Capabilities

Our Head of Collateral Americas will help protect our market-leading Collateral capabilities, via market research, service definition and internal education.

Industry Research

• Ongoing market research across core Collateral & Clearing domains, to better understand our clients’ and the broader market’s service needs. Research outputs should include:

• Industry challenges (per sub-domain and organization type)

Regs, market developments, technology opps, best practice, etc

• Tonic service opportunities and targets

• Tonic resource needs

• Tonic clients

• Other custodians/sell-side/buy-side firms

• Market vendors (technology/central infra & service providers/other)

• Industry bodies

Tonic Service Definition

• Bring new Tonic Collateral services to the market, driven by client and market needs i
• Focus on service offerings for Collateral Americas (e.g. FINRA 4210), Collateral globally (e.g. Digital Collateral) and X-domain Tonic service offerings (e.g. UST Clearing)
• Outputs include Tonic service decks (problem statement, key impact areas, key challenges, Tonic services)

Training & Development

The Head of Collateral Americas will lead the ongoing development and growth of Tonic’s Collateral capabilities, via upskilling the of the wider Tonic team’s expertise and knowledge.

• Assess Tonic’s Collateral education needs
• Create and present Collateral training frameworks across key sub-domains
• Create Collateral learning opportunities for wider Tonic team

Performing High-Quality Client Delivery

The Head of Collateral Americas will perform an ongoing SME delivery role to make valuable contributions to client delivery success, by leveraging their expertise for both clients and the Tonic team.

• Perform billable client delivery engagements, as Senior Tonic SME. Roles will likely include:
  • Senior Advisor
  • SME
  • Lead Consultant
• Creation of high-quality deliverables within Tonic client engagements, including but not limited to:
  • Advisory services
    • Vision & strategy
    • Industry benchmarking
    • Industry surveys
    • Training materials
    • Client content materials e.g. sales & marketing, product guides, service onboarding guides
    • Health Checks (accelerated current state analysis & recommendations)
    • Vendor assessment advice
    • Target operating model advice (process, tech, data, people, governance, etc)
• Perform quality assurance reviews of artefacts produced by other Tonic team members, to ensure Tonic’s high-quality delivery standards are met

Growing our Collateral Team

The Head of Collateral will incrementally take on more Management responsibilities within the growing Americas practice, including team recruitment, management and development, to protect our expertise-led USP.

Recruitment

• Identify Tonic resource needs for Collateral service proposals and client opportunities
• Contribute to Tonic job specifications, alongside our Talent Lead
• Take an active role in recruiting new consultants via:
• Interviews
• Assessment design
• Assessment review and scoring

Team Management

Build a motivated and energetic Collateral team to perform high-quality delivery engagements, in line with client service needs, via:

• Management of growing pool of Tonic Collateral consultants
• Oversee Collateral team performance, including appraisals, performance reviews and development

Additional Tasks

Any additional duties as they arise as part of company growth, to be agreed on an ad-hoc basis.

Required Skills & Experience

Domain

• 20+ years’ dedicated experience within the Financial Services industry
• Experience across a variety of different firms, including sell-side and buy-side (Collateral Administration experience is a plus)
• 15+ years dedicated experience within the Collateral domain, including product coverage for:
• Derivatives – Bilateral OTC, Cleared OTC, Listed
• Sec Finance – Sec Lend, Repo, Prime

Transformation

• 10+ years dedicated experience within transformation, leading and supporting major change programs for technology/data infrastructure and solutions
• Proven business transformation specialist with experience of working in multiple key roles from the following set:
• Lead Consultant
• Advisor/SME
• Business Analyst
• Project Manager
• Deep experience of successfully leading high-profile, high-complexity transformation programmes within tight timeframes
• Experience of rolling out best practice delivery frameworks across multiple organisations

Content

Capable of digesting major regulations into easy-to-consume summaries and visual artefacts, capable of producing high-quality content and artefacts across:

• Tonic services
• Thought leadership
• Training materials
• Client content materials e.g. sales & marketing, product guides, service onboarding guides
• Project documentation i.e. project plans, status updates, materials to accompany key stakeholder decisions

Sales & Relationship Management:

• Previous direct experience working in a sales and/or relationship management capacity

General:

• Confident and strong communicator, with all levels and types of stakeholders
• Ability to simultaneously work on multiple projects
• ·Ability to diagnose potential problems quickly and define suitable solutions
• Team leadership, management, and delegation skills
• Strong organisational skills and attention to detail
• Strong Microsoft Office application skills (Excel, Word, PowerPoint, MS Project and/or equivalent planning tools)

Desirable Skills & Experience

• Direct consultancy experience, ideally within a big 4 firm
• Experience working within a smaller, growing organisation

Qualifications

• A first level university degree, 2:1 (or equivalent)
• Relevant financial and transformation qualifications