Senior Sales: Credit Risk Solutions (Northern Europe) recruitment
Excelsior's client is a global brand offering exceptional solutions and service. As the markets and regulations continue to change, the solutions where budget commitment remains is for institutions is risk management. Our client is a market leader in providing innovative Credit Risk Management tools to both Buy Side and Sell Side Institutions. This position offers a stand out opportunity for a high calibre sales professional to sell a proven solution to Northern Europe.
In order for someone to make a success of this opportunity they will need to be able to demonstrate a proven track record in the following:
- Developing business plans for defined regions, including identifying target market, marketing requirements, competitor analysis, key influencers, etc.
- Achieved / surpassed $1,000,000+ targets and manage existing clients
- Have worked with product management, analytical services and marketing to position solutions with clients
- Built collaborative relationships with pre-sales colleagues to build credible sales cases which offer a smooth transition for prospective clients
- Ability to establish long term relationships with internal stakeholders to support the future direction of the company. Therefore a strategic professional who works along side product management and analytical team members to determine market trends and clients’ needs
- Identify cross-selling opportunities and collaborate with sales colleagues in the region
- Understand and effectively communicate strategic and tactical direction
ACCOUNTABILITIES
- Sales (Achieve assigned individual sales goal of $1,000,000+; manage sales cycles and make effective use of senior management, pre-sales support and legal)
- Account Management (Manage the base of business; co-ordinate with sales support)
- Business Development (meet with key influencers; work with marketing to develop marketing plan for region; provide feedback to product development and analytical services about clients’ needs)
- Internal business processes and systems (Business plan; SalesForce.com ; contract procedures; order management; business reporting procedures; work with other sales people in the region)
- Developing a strong understanding of, and staying current on products and services and their application to different clients and industries.
- Staying current on competitor offerings to identify the strengths and vulnerabilities of offerings in comparison.
- Analyzing client usage trends to identify growth and risk areas.
- Turning client feedback into actionable strategies to drive new business and address competitive risks.
- Influencing client decisions and advocating for client needs to negotiate win-win solutions.
- Working with an entrepreneurial mindset that demonstrates drive, initiative, energy and sense of urgency in acquiring and serving clients.
- Mentoring junior members of the team by providing instruction and positive modelling; providing timely, specific and frequent feedback and helpful coaching.
- Collaborating effectively across teams as well as creating an atmosphere of trust and open communication.
EXPERIENCE:
- Minimum 5 years of direct experience working in a comparable business development position within financial services and using a consultative sales style
- Good knowledge of Risk Management topics such as counterparty risk analysis, rating methodologies, PD models, recovery analysis, Basel II/III regulatory framework, ICAAP
- Bachelors degree required. Masters or MBAs preferred
- Fluency German would be highly advantageous
- Strong client facing skills. Communication and presentation.
- Ability to work under pressure
- Organisation skills - Ability to multi task, self-start, manage conflicting priorities
- Ability and willingness to travel
- Strong personal integrity and a confident and positive manner
- Work with a high level of energy and focus
- Self-starter and shows initiative
- Strong analytical and critical thinking skills
- Collaborating effectively across teams as well as independently; creating an atmosphere of trust and open communication.
- Desire and flexibility to learn and grow in an ever-changing environment
This offers the opportunity to achieve a £200k OTE which is of course uncapped
July 3, 2011
• Tags: Information Technology careers in the UK, Senior Sales: Credit Risk Solutions (Northern Europe) recruitment • Posted in: Financial