Job Description

Company Description

Informa Global Markets (IGM) is seeking an experienced Senior Sales Director to join our London team. We provide an established and valuable subscription service consisting of real time global research, data and solutions for primary Debt Capital Markets and Rates (incl. FX) trading. Clients include major global investment banks, data consumers and buy side investment firms.

IGM products empower our clients to optimise their trading and their own client engagement to create value, drive new business growth and support client retention. IGM is recognised for offering trusted, highly customised solutions and outstanding client service. Under the committed ownership of Informa we are investing in our data capabilities and delivery to complement our traditional focus on selling real-time research through a variety of platforms including Bloomberg, Refinitiv, FactSet, our own website , an email alert service and various APIs. Our unique ability to create quality solutions, along with our capacity to deliver valuable market intelligence first has established IGM as a market leader within the investment banking and trading communities.

The Senior Sales Director will own a book of business consisting of major sellside banks operating in Europe. The role holder will be responsible for setting strategic commercial engagement, planning, and executing the growth of the account base and working closely with the client (market data, procurement, end users) to grow and maintain engagement, measured ultimately in revenue. This role will report to the Global Head of Sales, based in Tokyo, and so be expected to be a self-motivated, organised individual, working within the global team but enjoying a certain amount of autonomy. Additionally, it is envisioned that the Senior Sales Director will lead the global Relationship Management team as a player manager, responsible for close and responsive engagement with end users. For this reason, the successful applicant must enjoy both sales and managing a team of experienced sales professionals.

To reflect the opportunity provided by this broad role, remuneration will include a competitive salary plus commission derived from new revenue, retention, and non-sales performance criteria.



Account Management: The successful applicant will maintain and expand relationships with their assigned account base, responsible for achieving challenging sales growth targets and retaining significant existing revenue. You will be supported and encouraged to become expert in the full range of IGM products and services sold into your assigned customers, while leading the account planning cycle and ensuring client needs and expectations are fully always met. A crucial element of this role is to target the adoption of our data proposition into existing accounts not currently utilising it. In order to be successful, the applicant must be a proven team player, prepared to work according to established best practice regarding timely, accurate record keeping, liaison with the finance, editorial, product, business operations and management teams, and committed to the success of all colleagues under their direct and indirect management.

Account Management responsibilities:

• Primary responsibility for contract negotiation, new sales and commercial strategy across book of business.
• Establish regular productive, professional relationships with key personnel in assigned accounts.
• Introduce and lead adoption of new data propositions into account base.
• Coordinate the involvement of colleagues, including relationship management, support, content, and management resources, to meet ongoing account performance objectives and customer expectations.
• Protect revenue through managing renewal of services.
• Meet targets for profitable sales volume and strategic objectives in assigned accounts.
• Drive growth within each account.
• Proactively assess, clarify, and validate customer needs on a regular ongoing basis.
• Ensure that all commercial activities are recorded in the CRM (Salesforce) in timely, accurate and consistent manner.

OVERALL ACCOUNTABILITIES AND PERFORMANCE MEASURES:

• Achieve assigned sales quota in designated strategic accounts.
• Manage the global Relationship Management team in addition to running own book of business.
• Achieve agreed user engagement targets.
• Complete strategic account plans in accordance with established best practice.
• Complete required training and development objectives within the assigned time frame.
• Develop and implement account strategy plans.
• Identify new business opportunities to improve account penetration.
• Support Sales Specialists in Opportunity Development.
• Manage the opportunity funnel.
• Conduct win/loss analysis.
• Support account marketing activities.
• Map and track account relationships. Build senior management relationships.
• Manage account portfolio.

Qualifications

• Proven experience within strategic account management for the financial industry (investment banking - trading, buy/sell side)
• Experience selling into procurement teams (including Market Data) as well as front office business teams.
• Experience generating revenues as a sole contributor.
• Team management experience - mentoring and developing sales teams to achieve revenue deliverables.
• PC proficiency, with an emphasis on superior excel and data analysis proficiency.
• Proven experience in using Salesforce or closely related CRM.

Additional Information

Our benefits include:

• Tailored development opportunities and on-demand access to thousands of courses on LinkedIn
• Balance time in the office with time working remotely, feeling fully supported wherever you are
• 25 days annual leave, 4 days for volunteering and a day off for your birthday!
• The chance to work from (almost!) anywhere across the globe, four weeks a year
• Competitive and rewarding benefits, tailored to each of our regions
• Work with high quality specialist products
• Bright and friendly staff who are all \xe2\x80\x9cexpert\'s experts\xe2\x80\x9d and additional training and development for helping you achieve your career aspiration
• The chance to become an Informa shareholder, with extra rewards just for colleagues
• Regular social events and networking opportunities

To find out more please click our Life@Informa page -

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