Sales Representative
New and existing Clients
1.1 Develop new and enhance existing client relationships in all European credit product segments with the goal of exceeding trade volume targets. Manage all client relationships in a manner consistent with the corporate goals of MarketAxess. This includes cross-selling products such as North American Credit products and CDS.
1.2 Create and oversee the process for continuous evaluation of the existing client base, identify and rank underperforming clients, sectors and geographies; prioritise, manage and report remedial efforts.
1.3 Schedule regular calls, visits and other contacts with clients and monitor effectiveness. Overseas travel to visit clients or other MarketAxess offices and to attend conferences will be required. Build relationships with clients beyond client calls (e.g., entertaining).
1.4 Encourage clients to use new trading protocols.
Client on-boarding
2.1 Drive the process and work closely with all appropriate colleagues to turn around and execute client documentation as quickly and effectively as possible.
2.2 Manage and direct process for training and setting up clients and taking them live. Continue to ensure all future client training needs are met.
Integration of Clients
3.1 To develop client “stickiness”, lead the process of integrating clients with MarketAxess through STP connectivity.
3.2 Cross-sell our data product and reporting capabilities.
Trade Enquiry and Execution
4.1 Drive client trade enquiries through Market Axess using an appropriate trading protocol.
Monitor inquiry volume versus trade volume, and promote trades on our platform. Work with DRMs in regards to dealer performance.
Responsbilities
- Identifying and on-boarding new clients
- Effectively marketing our products and services to clients thereby increasing client trade volume on the platform
- Assist the dealer relationship management team in developing relationships with new dealers if requested. Provide constructive feedback in regards to dealer responses.
- Work with the US based client and dealer sales and product management teams to maximise US product volumes with European clients, including CDS.
- Participate in client and product management team meetings and discussions.
- Participate in sales team meetings and events.
- Plan and manage backup and support arrangements in event of absence.
Deliverables
- Meet and exceed inquiry and trade volume goals
- Strive for record trading volumes across products and trading protocols
- Actively advocate MarketAxess’s capabilities and vision
- Foster teamwork with other functional areas
Qualifications
- Eligibility for SFA CF30 registration
- A second European language would be advantageous
- University degree
Experience and skill set
- Ideally 5+ yrs sales experience with an investment bank , trading platform or vendor
- Solid understanding of how EU credit products are traded and sold; understanding of CDS and North American Credit Products is helpful
- Relevant client sector experience; must have current client contacts
- Results driven, high energy and proactive work ethic
- Ability to articulate a compelling proposition for e-trading
- Must be willing to meet with clients often, entertain, and travel
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