Sales Director, Fixed Income - Municipals

Americas, Sales

Purpose of Role:

Increase existing revenues of Fixed Income Municipals service through managing and retaining current customers while also identifying, prospecting and closing on new business, primarily into the buyside community.

 

Key Responsibilities/Accountabilities:

  • New Business
    • Sell Fixed Income Municipals service into buyside community, including mutual funds, hedge funds, registered investment advisors, insurance companies and pension funds
    • 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
    • Plan business trips with a minimum of 5 meetings per day and meet with manager to discuss the agenda in advance of the trip
    • Process all administrative tasks in a timely fashion
    • Represent the Fixed Income Municipals offering at required industry events
    • Liaise with Sales and CRM teams in the US and globally •Participate in the strategic development of the Municipals 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, business model and opportunities for the FIG portfolio of services
    • Improve and enhance overall relationship with client base, further embedding FIG 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
    • Plan business trips with a minimum of 5 meetings per day and meet with your manager to discuss the agenda in advance of the trip.
    • 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 Remark events and Fixed Income industry events
 

Key Skills & Knowledge

  • Exceptional knowledge of Municipal Fixed Income market
  • Successful track record in Municipals 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

Behavioral competencies

  • Strong emphasis on Account Management/Customer Care
  • Strong organization, communication and presentation skills
  • Takes responsibility and holds self-accountable for meeting assigned goals
  • Able to provide consistent feedback on how to improve Municipal service
  • Shows innovation in commercial approach

Relationships

  • Fixed Income commercial in the Americas
  • Fixed Income commercial in London and Asia
  • Fixed income editorial and legal in the Americas

Key performance indicators

  • Achieving renewal and new business targets
  • Consistent achievement of key performance metrics
  • Reporting and forecasting in accurate and timely manner
 

EOE/Minorities/Females/Vet/Disabled