The Director of Sales, BBD US must have a proven record of success, selling into the Bank & Broker-Dealer market, with a particular focus on the US fully-disclosed and independent broker-dealer ("IBD") segment, across several areas:
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Presentation Skills.
Candidates must have strong and polished presentation skills, must have a professional appearance, and must effectively represent Broadridge and its capabilities.
Product Knowledge.
Candidates must have good general knowledge of the brokerage industry, specifically front, middle and back office operations, and must be able to quickly learn the details of select Broadridge products and services targeted at the fully-disclosed and IBD segment, sufficient to drive client interest, grow pipeline and close sales. Directly Relevant [Product and Target Market] Quota-based Sales.
Candidates must have a proven track record of successfully meeting and/or exceeding aggressive yet attainable annual quota targets $1M-$3M], offering a similar product to similar BBD clients. Candidates should be prepared to present and discuss actual annual sales results and how they compared to annual quotas.
In addition, candidates should be able to successfully meet the following requirements:
Identify new business opportunities within new and existing clients by cold calling and leveraging existing [internal and external] relationships. Market products and services to existing client firms. Independently oversee and complete all aspects of the sales process, from pre-qualification to completion. The position requires high-level interaction with senior management at both the client and Broadridge.
Coordinate activities across Broadridge to ensure the successful and timely management of sales cycle to both new and existing clients. Be accountable for and take ownership of all objectives, deliverables and commitments to these clients.
Help maintain positive relationships with clients by appropriately directing any service, delivery and billing issues.
Develop strategic sales plans, specific to individual clients, to identify opportunities to grow pipeline, sell appropriate Broadridge products and services and maximize revenue.
Maintain a constant awareness of current and planned development of Broadridge products. Interface with clients to keep them abreast of product information.
Responsible for providing management with all requested sales reports and supporting correspondence, including the utilization of the sales management tool [Salesforce.com].
Attend trade shows, conferences or other industry-related events to help strengthen existing Broadridge and client relationships, develop new relationships, remain current on industry issues, increase awareness of competitive offerings, and promote Broadridge products and services.
Manage internal resources to provide the necessary expertise and support during the sales process including legal, finance, product specialists, and senior management.
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REQUIREMENTS
BS in business or related field.
Prior success selling to senior level financial services executives. 8+ years experience.
Have extensive sales experience in the financial services/brokerage industry.
Have overall industry knowledge, with an ability to quickly learn the Broadridge product set.
Demonstrate a proven record of success achieving sales quotas.
Have the ability to constantly meet and or exceed annual quota assignments, build a pipeline, effectively forecast and meet quarterly quota assignments.
Have the ability to initiate, develop and maintain relationships.
Successfully interact with senior level management at both clients and within Broadridge.
Must be an excellent time manager, qualifier and negotiator
Excellent written and oral presentation skills are a must.
Have the ability to work in a fast-paced, high pressure environment.
Have the ability to travel to client sites, up to 50% of the time.
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