Sales Specialist – Algorithmic trading recruitment
The role of the Senior Sales Specialist is to drive new business revenue by selling into Institutional Markets, primarily algorithmic trading solutions suite direct feeds for Institutional client applications. The main focus of the role is to sell into new buying centres for existing Dow Jones customers, or to extend the Dow Jones solutions being used by these customers. In addition, the position will sell into “new to company” prospects. The successful Senior Sales Specialist will reach or exceed a new business target for the specified business segment in the assigned region, selling solutions which address prospects or customers business needs. Once deals have closed, on-going customer relationships are managed by the appropriate Relationship Manager. The Senior Sales Specialist would have the option to continue to sell into the same customer in those situations where an additional upsell opportunity exists. The Senior Sales Specialist will communicate with prospects via face to face meetings, telephone and email.
Key responsibilities:
•Meet new business targets: Generate new streams of Dow Jones revenue through sales of products and services to the appropriate business segment(s) which address business needs.
•Identify prospective clients: Complete market analysis to identify good potential target organizations, plus the specific roles and individuals to be prospected.
•Analyse opportunities: Acquire knowledge of the business issues affecting targeted business segments then ensure this knowledge underpins our communications with prospects.
•Prepare scripts: Ensure that compelling and relevant value propositions are crafted to maximize the chance of success with potential prospects.
•Prospect: Pro-actively prospect the targets identified.
•Track Activity and Success: Keep a clear record of prospecting activity and conversion ratios.
•Teamwork: Work on business initiatives, lead and coach colleagues from Sales and other departments (including Marketing and Product); educate sales teams about the specific market dynamics, competition and effective positioning of solutions within the business segment.
•Product knowledge: Clearly express the value proposition and benefits of the Dow Jones products and solutions for the business segment, and use this knowledge to ensure that solutions address clear business needs for the prospect. The Senior Sales Specialist should also be able to conduct live product demos, to further emphasizes the value proposition and move opportunities forward.
•Forecast: Manage sales forecast and pipeline to ensure accurate recording of prospecting activity, conversion success, active sales opportunities at each stage of the sales process and forthcoming new business revenue.
•Manage Prospect / Client information: Keep accurate and clear records within the global CRM system to provide a solid deal history, showing clearly the steps taken to reach closure on new business deals, to help ensure a smooth handover of closed business.
What skills and experience is required?
•Expert-level knowledge of assigned business segment(s)
•Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment
•Passionate about closing business, with a “can do” attitude and ability to work independently where needed
•Excellent communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is clearly articulated to prospects, a persuasive business case is presented and a professional image always conveyed.
•Exceptional interpersonal skills in face-to-face meetings to ensure smooth progression of opportunities through the sales cycle. This is a key requirement since larger deals are likely to involve multiple stakeholders (individuals and departments) from all levels of the business
•High level of business awareness to help build credibility with the prospect, spot potential opportunities within a peer group or industry sector, and express the benefits of Dow Jones in the appropriate business context
•Exceptional negotiation and closing skills to build a solid and persuasive business case, overcome objections, use solid supporting information where necessary, and ensure sales opportunities are managed to a successful conclusion
•A proven successful track record in a new business role
What we offer?
In return, we offer a professional, progressive and multicultural environment for you to grow both personally as well as a wide range of benefits offered by a global company.
If you feel that this exciting and fast paced position matches your skills, experience and motivation then please submit your CV which must state your salary expectations to be considered.
Please note only candidates invited for interview will be contacted.