Tom Hutchins
Hong Kong
Summary
Business development professional with proven track record in driving growth and fostering strong client relationships. Known for strategic thinking, effective communication, and strong focus on team collaboration to achieve results. Skilled in market analysis, negotiation, and partnership development, with flexible approach to meet changing needs. Trusted for reliability and consistently delivering on objectives.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Business Development Director
LexisNexis Risk Solutions
12.2022 - Current
- Continuing to drive business out of APAC (primarily focusing on Hong Kong) market as a senior sales leader. Focus on banking, payment, e-commerce, gaming, and crypto spaces.
- Consistent top performer, closing 6-figure deals and meeting yearly sales quotas. Achieved 154% of ACV target in 2024. On track to hit target in 2025.
- Generated millions of dollars in new business since being at the firm.
- Subject matter expert in Fraud & Identity, Cybercrime & AML Solutions. Regular keynote speaker at industry events to expand sales pipeline and elevate brand positioning.
- Handle large global, cross-regional accounts and managing upsells across different divisions.
- Led brand expansion into new markets previously untapped markets, establishing relationships with Banks’ Association & Regulators. Passionate about driving growth in both existing book and white space.
- Responsible for monitoring and interpreting industry regulations, proactively advising customers on compliance impacts.
- Collaborator with pre-sales, professional services & data science teams to develop tailored AI/ML-driven solutions for customers.
- Youngest Business Development Director in the company outside the US.
Business Development Manager
LexisNexis Risk Solutions
01.2020 - 11.2022
- Responsible for revenue growth across Hong Kong, Macau & Vietnam.
- Worked with e-commerce, fintechs, banks, cryptocurrencies, and financial institutions to implement fraud prevention, AML compliance, and credit risk solutions.
- Specialized in virtual banking in Hong Kong, building a vast industry network and becoming a trusted advisor to major players.
Account Executive, APAC
LexisNexis Risk Solutions
10.2020 - Current
- Managed key APAC accounts, overseeing sales of AML, CTF, Sanctions screening, anti-fraud cybersecurity, and ThreatMetrix risk management solutions. Book of $2million+.
- Developed strategic account planning, driving renewals, upsells, and revenue growth within key client segments.
- Executed high-impact sales strategies for retention and expansion, resolving customer issues efficiently and strengthening long-term relationships.
- Conducted product demos to convert prospects into new clients, expanding market share.
- Provided in-region sales support, ensuring seamless onboarding, invoicing, and customer success processes.
- Conducted competitive analysis, positioning LNRS as an industry leader.
Wealth Consultant
ACUMA HONG KONG
03.2017 - 08.2017
- Transitioned from a business development role to a client-facing, advisory role within a year.
- Was the youngest advisor in the company to make this step-up.
- Involved with liaising with fund managers, providers and trust companies for product criteria and performance analysis.
- Required to have investment knowledge in property and relevant markets.
- CIB (Certified Insurance Broker): IIQE Paper I, III & V
Trainee Wealth Consultant p/t
ACUMA HONG KONG
01.2016 - 12.2016
- Brokered QROPS, bond and equity savings plans to prospective clients.
- Generated new business using a variety of sales techniques to ensure maximum profit generation.
- Managed a large client base and providing constant client servicing.
- Client business development through invitations via Bloomberg, SFC, Facebook and other social media networks.
- Delegated to train new juniors to pitch clients, research and understand financial and business acumen.
Education
Bachelor of Science - Politics & International Relations
University of Southampton
UK2015
A Levels - Economics, English Literature, Mathematics & Physics
Bradfield College
ReadingSkills
- Personable: Strong verbal and written communication; constantly required to build and sustain meaningful business relationships Charismatic and confident public speaker
- Researcher: Critical thinker with a high level of experience in researching potential clientele, analysing information from different sources compiling reports
- Flexible: Able to adapt to difficult situations and changing environments
- Ambitious: Always looking to improve, try new things and invite fresh challenges – especially in opening new markets
- Proficient with Salesforce, MEDDPICC Sales Methodology, MS Word, Excel and PowerPoint & LinkedIn Sales Navigator
Certification
• CAMS (Certified Anti-Money Laundering Specialist)
• CFE (Certified Fraud Examiner)
• IIQE I, III & V
Additional Information
- Chairman of a Dragon Boat Team of 50+ team members. Have also been treasurer and captain over the years.
- Recent testicular cancer survivor. Have spoken at events on Men’s Health & Men’s Mental Health.
Timeline
Business Development Director
LexisNexis Risk Solutions
12.2022 - Current
Account Executive, APAC
LexisNexis Risk Solutions
10.2020 - Current
Business Development Manager
LexisNexis Risk Solutions
01.2020 - 11.2022
Wealth Consultant
ACUMA HONG KONG
03.2017 - 08.2017
Trainee Wealth Consultant p/t
ACUMA HONG KONG
01.2016 - 12.2016
Bachelor of Science - Politics & International Relations
University of Southampton
A Levels - Economics, English Literature, Mathematics & Physics
Bradfield College
Interests
Keen Golfer, Dragon Boater, Squasher and Hiker. Currently learning Mandarin with an aim to travel to every province in Mainland China.
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