Sales Director

BSM Group are representing a client seeking a Sales Director.

Key Responsibilities/Accountabilities

New Business

• Sell Debtwire 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/subscriber 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 Debtwire 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 subscriber according to needs, business model and opportunities for the FIG portfolio of services
• Improve and enhance overall relationship with subscriber base, further embedding FIG into the daily process of subscriber business
• Work closely with CRM to implement the growth strategy and ensure customers receive maximum value from the service
• Maintain regular value-add contact with customers during the course of the subscription period
• Selling additional services to existing subscribers 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 subscriber base.
• Address renewals a minimum of 3 months in advance of the contract expiry date.
• Ensure existing customers renew their subscriptions through justified proposals and detailed explanations.
• Ensure all existing and potential subscriber 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 customer 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 customer relationship management
• Team player who contributes to an environment of excellence
• Ability to respond quickly and appropriately to subscriber requests
• Experience working with and presenting to senior level executives
• Ability to communicate, both verbally and in writing, in a professional and courteous manner

If you require any more information please contact Karim Belhadj: karim@bsmgroup.com or (646) 618 8864