Global Sales Director – Commercials/Corporates recruitment
Commercial and Corporate Client Development Sales
The successful candidate brings expertise in selling Financial Services (traded) products to end customers in the Energy, Agricultural, Transportation, and/or other commercial market sectors. Additionally, global sales management experience is sought.
* Accountable to create and maximize Commercial and Corporate client relationships for CME Group, globally.
* Develop senior relationships within assigned accounts and identify opportunities to increase use of CME Group products across all asset classes
* Work with Sales Analysis Support to identify prospects and prioritize new client targets
* Create relationships and opportunities to present CME Group capabilities
* Leverage “Business Line Management” subject matter experts to position products, provide tools and educate
* Identify industry trends that affect Commercial/Corporate clients and CME Group’s support thereof.
* Identify challenges that various Commercial/Corporate industries face, and ways that CME Group can be impactful in helping them grow their businesses.
* Maintain a thorough understanding of the cash/OTC and listed derivatives marketplaces with particular emphasis on traded Energy, Agricultural, and Metals products (ex. Futures) to enhance understanding of CME Group’s strategic positioning as it relates to the particular product complex
* Develop an understanding of all the CME business lines in order to help facilitate cross product development and enhance cross sell opportunities
* Participate in the development of sales strategy and embrace accountability for executing it.
* Responsible for account list that represents significant segment revenue, region or clients with complex needs
* Independently guide decisions that represent and support broad interests of CME Group’s internal functions when working with clients
* Measures of success:
- Revenue/Volume for client segment and asset class
- Cross selling: number of asset classes traded and revenue volume/per asset class
- Number/revenue/volume of new clients
- Diversification across client base/concentration risk
- Globalization of client base
- Member/non-member ratio
- Liquidity – maker /taker ratio
- 12 + years of experience in derivatives sales and marketing and 3+ years in Commercial/Corporate client sector (Refineries, Food Companies, Automobile, Airline, other non-financial services firms that actively trade derivatives).
- Global management experience much preferred.
- Experience developing and executing successful sales/account strategies and plans.
- Strong customer service skills and demonstrated ability to interact effectively across all levels of an organization including senior level management
- Demonstrated success working within Commercial/Corporate client community
- Experience with multiple derivative products preferred.
- Well-developed networking and relationship building skills, complemented by strong sales management skills
- Bachelor’s degree, with MBA preferred
Travel required, 25-35%
** Please note that the formal title for this role will be determined soon.