Sales Director, Fixed Income - Buyside

Americas, Sales
 
Key Responsibilities/Accountabilities
 
New Business
 
·        Sell Fixed Income services into buyside community (eg. mutual funds, hedge funds, registered investment advisors, etc.)
·        Consistent delivery of individual, monthly new business sales targets
·        Develop and maintain a continuous pipeline of new business sales leads
·        Identify target customers, make initial contact, establish relationship and develop the business – managing the full sales cycle from start to finish
·        Present live or remote product demonstrations for prospects
·        Develop and cultivate relationships at the highest levels within prospective accounts
·        Hit monthly activity metrics target in accordance with set objectives
·        Ensure all existing and potential prospect/client activity is logged in the required CRM tool in the form of calls/tasks or meetings
·        Process all administrative tasks in a timely fashion
·        Represent the Fixed Income offering at required industry events
·        Liaise with Sales and CRM teams in the US and globally
·        Participate in the strategic development of the Fixed Income offering for Buyside users
·        Work collaboratively with other products in The Mergermarket Group to optimize revenues for the overall business
·        Monthly 1-2-1 with manager
 
Account Management
 
·        Responsible for maintaining and growing existing book of business to reach or exceed monthly personal target and team target
·        Create and implement a growth strategy for each client according to needs and business model
·        Improve and enhance overall relationship with client base, further embedding Fixed Income offering into the daily process of client business
·        Work closely with CRM to implement the growth strategy and ensure clients receive maximum value from the service
·        Maintain regular value-add contact with clients during the course of the subscription period
·        Selling additional services to existing clients by meeting and conducting trials to deliver the value proposition.
·        Present live or remote product demonstrations.
·        Develop and cultivate relationships at the highest levels within client base
·        Address renewals a minimum of 3 months in advance of the contract expiry date
·        Ensure existing clients renew their subscriptions through justified proposals and detailed explanations.
·        Ensure all existing and potential client activity is logged in Sugar in the form of calls/tasks or meetings.
·        Flag risky accounts at the earliest possible stage with management and CRM
·        Process all administrative tasks in a timely fashion
·        Hit a monthly revenue target which is comprised of renewal, new business and uplift figures
·        Hit monthly activity metrics and sales targets in accordance with set objectives
·        Maintain links to the Fixed Income Editorial, Legal and Research teams for the exchange of client feedback and proactive content supply
·        Represent the Fixed Income group at industry events
 
Key Skills & Knowledge
 
·        Exceptional knowledge of Fixed Income market
·        Successful track record in Fixed Income sales and client relationship       
          management
·        Team player who contributes to an environment of excellence
·        Ability to respond quickly and appropriately to client requests
·        Experience working with and presenting to senior level executives
·        Ability to communicate, both verbally and in writing, in a professional and courteous manner