Client Origination & Development 17719

Position: Client Origination & Development

WORK ENVIRONMENT & COMPENSATION

• Location: Remote (Preferred: South Africa or Latin America).
• Hours: Full-time Central Standard Time (CST). Typical hours involve starting at 8:00 AM CST (early afternoon for South Africa) to maximize overlap with US business owners.
• Compensation: $1500 $1800 USD base salary per month.
• Commission: This role includes an attractive commission structure based on successfully reached to be-determined milestones.

ABOUT THE FIRM

Our client is a boutique U.S.-based M&A advisory firm headquartered in Texas and executing transactions throughout the United States. We focus on lower middle market companies typically generating $5 million to $50 million in annual revenue.

We work with both buy-side and sell-side clients:

• Buy-Side: We partner with strategic acquirers and private equity firms to identify and approach acquisition targets then help them navigate the entire process from initial outreach through diligence and closing.
• Sell-Side: We represent business owners in selling their businesses guiding them from initial valuation and preparation through marketing negotiation and closing.

Our work is hands-on and relationship-driven with a focus on thoughtful process-driven execution and high-quality outcomes for our clients.

ROLE SUMMARY

The Client Origination & Development role is a remote position focused primarily on selling our M&A advisory services over the phone and opening doors for the firms partners and deal team.

This person will:

• Run targeted outbound calling campaigns to business owners on the sell-side to introduce our services and secure valuation and engagement opportunities.
• Support buy-side engagements by cold calling potential acquisition targets we have identified on behalf of our clients.
• Work closely with leadership to prioritize target industries build outreach lists and continuously refine messaging.
• Support the US based team on ad-hoc projects from time-to-time

KEY RESPONSIBILITIES

1. Sell-Side Origination (Business Owner Outreach)

• Make structured outbound calls to business owners to
  1) introduce company Advisors and our sell-side advisory services and
  2) explain how the company helps owners evaluate and sell their businesses and
  3) qualify interested business owners.
• Ask thoughtful targeted questions to understand the owners goals timing business profile and readiness for a potential sale and to determine whether they are a qualified prospect for the company.
• When there is genuine interest by the owner in learning more facilitate a smooth handoff by scheduling and confirming a follow-up discovery call between the owner and teh company leader capturing key notes and context for the leadership team.
• Log calls in companys CRM.

Example: Calling the owner of a $25M revenue industrial services business introducing the company and the firms services. If the business owner expresses interest in learning more then book a follow-up call with a company leader to discuss next steps.

2. Buy-Side Outreach (Target Company Contact)

• Work with company leadership to understand each clients acquisition target profile (industry customers size geography end market etc).
• Call potential acquisition targets on behalf of our clients to:
  • Introduce our client their business and their interest in possibly acquiring the target.
  • Gauge targets interest in exploring a potential sale.
  • Qualify basic fit and level of interest.
• Create a written call report summarizing the call with the target.
• If a client expresses interest in learning more based on the written report facilitate a discovery call between client and owner.
• Log calls in companys CRM.

Example: Reaching out to the CEO of a niche manufacturing company that fits a strategic clients acquisition criteria. Secure an introductory call and determine quality fo fit. Create a written report and submit it to the client for review. If client is interested in the target schedule a follow-up call between target company leadership and client.

3. Sales Communication & Relationship Building

• Use a confident credible phone presence when speaking with business owners CEOs and other senior executives.
• Follow companys established outreach communication framework and call structure when engaging potential targets or clients applying it consistently while using your own professional judgment and style in the conversation.
• Tailor how you describe companys services depending on whether you are calling for a sell-side engagement or a buy-side mandate.
• Handle initial objections and skepticism professionally (e.g. Im not ready to sell We already get calls from brokers) and keep the door open for future conversations.
• Nurture warm prospects over time by following up periodically and providing a smooth handoff.

4. Pipeline & CRM Management

• Log all outreach activity (calls emails notes next steps) in the firms CRM or call tracking systems.
• Keep contact and company records clean up to date and organized by mandate (buy-side vs sell-side).
• Track metrics such as number of calls connects meaningful conversations and meetings scheduled.
• Provide leadership with simple regular updates on outreach activity and pipeline status.

Example: After each call recording outcome owner interest level approximate business size timing and next step so the compnay can quickly understand the context before speaking with the prospect.

5. Collaboration with GaP Leadership

• Work closely with the company team to prioritize target industries geographies and company profiles for each assignment.
• Participate in prep discussions for key outbound campaigns to align on talking points and positioning.
• Brief partners before and after important owner or target calls sharing relevant notes and context from your outreach.
• Share market feedback (what owners are saying common objections trends) to help refine messaging and target lists.

6. Market Awareness & Professionalism

• Develop a working understanding of basic financial and deal concepts (revenue margins EBITDA valuation LOI etc.).
• Stay generally aware of the types of industries and business models we typically target.
• Represent the firm in a professional discreet and trustworthy manner at all times especially when speaking with owners who may be exploring a sale for the first time.

QUALIFICATIONS

Required

• 47 years of successful B2B phone-based outreach or sales experience (financial services industry experience preferred).
• Demonstrated comfort with cold calling and high-volume outbound calling.
• Ability to speak confidently with business owners CEOs and senior executives.
• Strong verbal communication and listening skills; can quickly build rapport and credibility on the phone.
• Solid organizational skills: able to manage your own daily rhythm follow up systematically and maintain accurate records.
• Prior experience using a CRM or similar system to track calls and pipeline. - Ability to work effectively in a remote environment with limited supervision.

Nice to Have but Not Required

• Experience in M&A advisory investment banking private equity commercial lending corporate finance or experience calling on business owners in the lower middle market.
• Familiarity with basic financial language (valuation multiples liquidity event transaction process revenue EBITDA etc.).
• Experience selling professional services (consulting financial services advisory).

Communication & Language Requirements

• Must be fully fluent in English both spoken and written with the ability to communicate clearly and professionally with U.S. business owners and senior executives.
• Clear easy-to-understand phone presence; you should be able to conduct nuanced conversations without frequent repetition confusion or miscommunication.
• Strong command of English grammar vocabulary and tone in written communication including follow-up emails and call summaries.
• Able to think and respond in real time in English during unscripted conversations
• Excellent active listening skills including the ability to paraphrase confirm understanding and capture key points accurately in English for relay to company leadership.

Personal Characteristics

• Hunter mentality: Enjoys outbound calling opening new conversations creating rapport with people and originating opportunities from scratch.
• Resilient: Comfortable with rejection and persistent in professional follow-up.
• Curious and consultative: Asks smart questions and listens carefully to understand each owners or targets situation.
• Professional and discreet: Understands the sensitivity of M&A conversations and handles information with care and confidentiality.
• Self-directed: Can manage daily activity targets and stay on track in a remote setting.

TRAINING

• the company will provide training on how to contact and present the firms services to business owners and potential targets including our positioning and value proposition.
• You will be trained on companys outreach communication framework and call structure including how to open conversations introduce the company ask qualifying questions and transition interested owners to a discovery call with leadership.
• We will provide an overview of the M&A process typical deal stages and common terminology so you can speak comfortably and credibly with business owners.
• You will receive training on our internal tools and systems (e.g. CRM call tracking templates) to ensure accurate recordkeeping and efficient follow-up.
• Initial training will be reinforced with periodic coaching feedback on call approach and messaging and access to updated materials and talking points as we refine our outreach strategy.