Mergermarket Group is hiring a

Relationship Sales Director - Fixed Income Group

New York, United States

Purpose of Role:

Increase existing revenues through managing and retaining current customers whilst identifying and closing new business opportunities for the Fixed Income Group within that customer base

Key Responsibilities/Accountabilities

  • Responsible for maintaining and growing an 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 Fixed Income markets and our competitors
  • Successful track record in Fixed Income sales and client relationship management
  • Be a team player and contribute 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 our services
  • Shows innovation in commercial approach

Relationships

  • Fixed Income commercial leadership in the Americas
  • Fixed income commercial leadership In EMEA and Asia Pacific.
  • Fixed income editorial and legal leadership in the Americas

Key performance indicators

  • Achieving renewal and new business targets
  • Consistent achievement of key performance metrics across the team
  • Reporting and forecasting is accurate and timely

EOE/Minorities/Females/Vet/Disabled 

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