Senior Sales Director - London, United Kingdom - Informa Connect

Informa Connect
Informa Connect
Verified Company
London, United Kingdom

1 month ago

Tom O´Connor

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Tom O´Connor

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Description
Company Description

Informa Global Markets (IGM) is seeking an
experienced Senior Sales Director to join our
London team.
We provide an established and valuable subscription service consisting of real time global research, data and solutions for primary Debt Capital Markets and Rates (incl. FX) trading. Clients include major global investment banks, data consumers and buy side investment firms.


The Senior Sales Director
will own a book of business consisting of major sellside banks operating in Europe. The role holder will be responsible for setting strategic commercial engagement, planning, and executing the growth of the account base and working closely with the client (market data, procurement, end users) to grow and maintain engagement, measured ultimately in revenue. This role will report to the Global Head of Sales, based in Tokyo, and so be expected to be a self-motivated, organised individual, working within the global team but enjoying a certain amount of autonomy. Additionally, it is envisioned that the Senior Sales Director **will lead the global Relationship Management team as a player manager, responsible for close and responsive engagement with end users. For this reason, the successful applicant must enjoy both sales and managing a team of experienced sales professionals.


To reflect the opportunity provided by this broad role, remuneration will include a competitive salary plus commission derived from new revenue, retention, and non-sales performance criteria.


Job Description:


Account Management:

The successful applicant will maintain and expand relationships with their assigned account base, responsible for achieving challenging sales growth targets and retaining significant existing revenue.

You will be supported and encouraged to become expert in the full range of IGM products and services sold into your assigned customers, while leading the account planning cycle and ensuring client needs and expectations are fully always met.

A crucial element of this role is to target the adoption of our data proposition into existing accounts not currently utilising it.

In order to be successful, the applicant must be a proven team player, prepared to work according to established best practice regarding timely, accurate record keeping, liaison with the finance, editorial, product, business operations and management teams, and committed to the success of all colleagues under their direct and indirect management.


Account Management responsibilities:


  • Primary responsibility for contract negotiation, new sales and commercial strategy across book of business.
  • Establish regular productive, professional relationships with key personnel in assigned accounts.
  • Introduce and lead adoption of new data propositions into account base.
  • Coordinate the involvement of colleagues, including relationship management, support, content, and management resources, to meet ongoing account performance objectives and customer expectations.
  • Protect revenue through managing renewal of services.
  • Meet targets for profitable sales volume and strategic objectives in assigned accounts.
  • Drive growth within each account.
  • Proactively assess, clarify, and validate customer needs on a regular ongoing basis.
  • Ensure that all commercial activities are recorded in the CRM (Salesforce) in timely, accurate and consistent manner.

OVERALL ACCOUNTABILITIES AND PERFORMANCE MEASURES:


  • Achieve assigned sales quota in designated strategic accounts.
  • Manage the global Relationship Management team in addition to running own book of business.
  • Achieve agreed user engagement targets.
  • Complete strategic account plans in accordance with established best practice.
  • Complete required training and development objectives within the assigned time frame.
  • Develop and implement account strategy plans.
  • Identify new business opportunities to improve account penetration.
  • Support Sales Specialists in Opportunity Development.
  • Manage the opportunity funnel.
  • Conduct win/loss analysis.
  • Support account marketing activities.
  • Map and track account relationships. Build senior management relationships.
  • Manage account portfolio.

Qualifications:


  • Proven experience within strategic account management for the financial industry (investment banking trading, buy/sell side)
  • Experience selling into procurement teams (including Market Data) as well as front office business teams.
  • Experience generating revenues as a sole contributor.
  • Team management experience mentoring and developing sales teams to achieve revenue deliverables.
  • PC proficiency, with an emphasis on superior excel and data analysis proficiency.
  • Proven experience in using Salesforce or closely related CRM.
Additional Information


Our benefits include:


  • Tailored development opportunities and ondemand access to thousands of courses on LinkedIn
  • Balance time in the office with time working remotely, feeling fully s
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