Institutional Sales
Institutional Sales, Singapore
Guidepoint Global is an independent research firm based in NYC, with offices in Singapore, Shanghai and London that provides customized primary research and consulting services to premier institutional investment firms that invest in the Healthcare, Technology, Telecom, Media, Retail, Energy and Industrials industries. We provide our clients with customized tools to analyze various sectors and sub-sectors via the knowledge and insight of industry professionals who make up our proprietary Advisor network.
This role has two primary functions: (1) new client acquisition and (2) account management. The Institutional Sales person will be responsible for “full cycle” acquisition of new client relationships. This will include prospecting, introductory meetings, managing trials and negotiating commercial terms. The Institutional Sales person will also be responsible for maintaining and growing current client relationships. They will be expected to expand current client accounts by introducing new users to the service and by driving additional usage from existing users through strengthening relationships and cross-selling additional products.
The Institutional Sales person will have the following primary duties:
- Build and maintain book of business consisting of Hedge Funds, Private Equity, Corporations, Mutual Funds and Consulting Firms
- Develop a working knowledge of the industries that Guidepoint Global covers
- Identify cross-selling and up-selling opportunities with existing client users
- Build durable relationships with existing users and leverage them to introduce Guidepoint’s services to new users in their organizations
- Track client subscription renewal dates to ensure new contracts are renewed
- Study client usage to proactively promote utilization and additional services
- Introduce and market new Guidepoint Global products and services
- Build and maintain CRM database and Salesforce.com profiles of assigned clients to enable strategic account planning across the company
- Attend industry conferences and client meetings that Guidepoint Global sponsors
Requirements
- 5+ years of institutional sales experience with an extensive book of business
- Demonstrated ability to communicate effectively and persuasively, both verbally and in writing
- Broad base knowledge of the sales process from lead generation to relationship management
- Energetic self-starter who can manage day-to-day sales and account management processes independently
- Mature communicator capable of handling senior executives at high-profile clients (Hedge Funds, Mutual Funds, Private Equity, Management Consulting and Corporates)
- Demonstrated ability to work in a team atmosphere
- A desire to work in a fast-paced entrepreneurial environment
Favored applicants will have:
- Ability to think creatively and focus on opportunities for growth
- Initiative and ability to handle increasing responsibility over time
- Ability to utilize superior analytical and critical thinking skills.
- Superior organizational skills
- Meticulous attention to detail
Compensation:
Base salary is negotiable and will be commensurate with the level of expertise and years of relevant experience. Included in the compensation package is the possibility of performance-based bonus compensation.
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