Role Description
This role is responsible for all aspects of sales for the UK&EU business, including generation of new business prospects and building relationships with clients and key decision makers to develop business opportunities within the UK&EU markets.
Specific Role Responsibilities
Sales and Account management:
- Develop and execute sales plan for both New Business and Existing Accounts
- Develop and execute targeted sales campaigns
- Analyse the market and identify target prospects
- Track industry issues and identify opportunities for FNZ Capital Markets solutions
- Build and maintain key client relationships within the region
- Coordinate and prepare client proposals
- Develop meeting presentations
- Assist with responses to RFI’s and RFP’s
- Assist with demo and WebEx of FNZ Capital Markets solutions, including Syn~
- Engage clients and targets to understand market and participant needs and how FNZ Capital Markets solutions can address them
- Participate in workshops with prospects as needed
- Maintain a product sales pipeline, updated at least monthly according to an agreed timeline
Contract Negotiations:
- Conduct and coordinate negotiations on contract terms and conditions with clients
- Negotiate pricing on product sales
- Maximise revenue growth in all existing client contract renewals
- Review and present plan on contract renewals with Head of Capital Markets
- Coordinate with GBST Legal team on preparation of contract terms and clients review
Product:
- Maintain a current, high-level understanding of Syn~ product functionality, customer usage and technical workings
- Be aware of, and comment on where necessary, proposed product enhancements, projects and their effect on product functionality
- Maintain an overall knowledge of industry workings and trends
- Identify required enhancements to FNZ Capital Markets solutions to assist with Campaigns and Sales
- Liaise with FNZ Capital Markets product staff to translate market and target needs into solutions
Experience required
- Have a minimum 5 years of Account Management / business development experience within the Financial Services Industry (preferably within capital markets);
- Proven sales achievement;
- Have a strong understanding of the local market;
- Have the ability to build trusting relationships;
- Be able to communicate and influence effectively;
- Independent, confident, self-directing and delivery focused working style;
- Commercially aware;
- Excellent organisational and time management skills;
- Good team communication skills, confident in dealing with internal and external clients;
- Highly developed written and oral communication skills;