Business Development Manager- Australia & New Zealand
REPORTING TO:
- Head of Sales- Asia Pacific
OVERALL PURPOSE OF JOB
- Increase revenues and client base through effective management of sales territory.
- ANZ penetration focuses on Asset Managers/ Investment Banks/ Hedge Funds and Private Banks.
- Understand trade cycle incorporating OMS/ PMS and how our service integrate into the clients infrastructure.
- GO’s are based on new sales, this is a pure hunter sales role and does not incorporate account management functions.
- Sales Cycle can range between 3 to 6 months and requires C level meetings.
MAIN ACTIVITIES TASKS:
- Close sales in given territory. Commence penetration and development of business for new asset classes.
- Work with account management/ client services to identify new opportunities within the sales territory.
- Represent the company in functions such as conferences seminars, and other events.
- Provide Market feedback
- Provide regular communication to Management on sales activity in their territory at the same time communicating and actioning regional and global strategies within the market.
- Attend sales calls/ sales meetings and provide monthly reports
- Cold Calls and identification of new opportunities in mature markets.
- Understand client trade workflow and cycle and present our post trade solution.
- Understand market providers of OMS and PMS solutions. In addition understanding asset classes and their trade operational workflows.
- Understanding of post trade services for Equity, Fixed Income, CFD’s, ETD’s and money market.
EDUCATION QUALIFICATIONS REQUIRED:
- Tertiary education.
- Vendor Management experience.
- Understanding client’s order management and portfolio management system.
- Understanding technical integration and being able to present at all levels.
- Strong network and 5 + year’s experience selling in Australia to Institutional clients.
EXPERIENCE REQUIRED:
- Proven 5+ years Sales Experience in the financial community essential
- Have demonstrable solution selling knowledge
- Experience of working with a top financial vendor preferred
- Back-office operations and front-office knowledge an advantage
- Good understanding of technology used in the financial community
- STP experience desirable
- Computer literate – MS Office and MS Outlook
WORK BASED COMPETENCIES:
- Ability to close sales on target
- Ability to manage a sales territory
- Understand a Client needs from all aspects and address/ solve them – taking innovative approaches as appropriate
- Comfortable with process re-engineering, workflow, technology used in finance community particularly in back-office operations
BEHAVIOURAL COMPETENCIES:
- Excellent communication and presentation skills.
- Results orientated
- A team player
- Persuasive personality, assertive self-starter able to demonstrate initiative.
- A flexible, change resilient mindset.
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