Closes sales in order to meet individual/team quotas and company business objectives. Possibly manages existing accounts as part of a larger Account Team or could manage named accounts within a geography for a particular product or product set. Maintains relationships with clients at the senior management or executive level. Generates business with new clients as well as generating additional business with existing clients. Sales efforts are directed toward both internal and external Distributors of market data.
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Our Market Data Sales Team is responsible for retaining and growing the distribution of our market data solutions across a wide spectrum of clients in specific territories.
Essential Job Functions:
Reviews identified key areas of opportunity in the market. Analyzes and prioritizes development of sales, retention, and marketing initiatives that support a specific region– ultimately driving revenue and generating business with new clients as well with existing clients.
Closes deals in order to meet individual/team quotas and company business objectives.
Guides others in executing the business unit’s short- and long-term sales strategy; interacts with customers/prospects within own territory.
Conducts regular status and strategy meetings with the customer’s senior management and executives to understand their needs and link them to Nasdaq product/service strategies.
Takes ownership of problem resolution if customer issues cannot be solved through normal channels.
Proactively drives implementation of products and coordinates communication, maintenance and new development across Nasdaq relevant business units.
Track sales efforts (calls, meetings, events) through use of CRM and other sales applications.
Support development of new data products and enhancement of existing data products as liaison between assigned firms and Nasdaq product management staff. Liaison activities include 1-1 polling of assigned firms regarding their opinion of product enhancements that are being considered by Nasdaq, pro-active communications to constituents about planned Nasdaq product changes, and regular feedback regarding what they hear from their contacts about their product needs.
Development and implement marketing communications strategies for data products, ensuring that plans incorporate all relevant knowledge regarding Distributors and subscriber behavior, and preferences to maximize success.
Represent Nasdaq in professional industry group meetings, seminars, and trade shows to further relationships with new and existing clients providing visibility into our products.
Other Job Functions:
Provide strategic input to the product development and compliance groups within Nasdaq Global Information Services
Working Conditions:
Fast paced and demanding office conditions. Occasional work outside of regular business hours. Frequent Travel
This is a regular full time position located in Toronto, Canada. Desired start date is as soon as possible. As the selection and interview process is ongoing, please submit your application as soon as possible.
Education, Professional accomplishments, and Certifications:
Education Required: Bachelor’s degree in business, finance, or marketing/sales.
Experience Required: Minimum of 5 years in Sales, within market data industry preferred.
Progressive experience in Canadian Banking, Brokerage and Fintech
Knowledge of the Canadian Market Structure.
Exceptional verbal and written communication skills.
Working knowledge of CRM and other sales applications.
Highly proficient level computer skills including MS Word, PowerPoint, Excel and Outlook.
Excellent telephone sales and time management skills.
Highly energetic and self-starter.
Able to multi-task the activities with shifting priorities.
Skills, Requirements and Competencies:
Inspires others by communicating the vision of the organization and describing individual opportunities.
Communicates personal investment in the organization and its success to demonstrate commitment to employees and build the sense that “we are in this together”. Ensures that employee engagement is measured regularly within the business unit/function and implements appropriate measures to sustain engagement.
Understands the development needs of direct reports and supports them in the development of their own direct reports to fill in gaps for the future. Shapes developmental roles and assignments to balance individual and business unit/function needs. Provides in depth, one-on-one coaching to enable others to achieve performance goals and maximize their potential.
Makes selection decisions with the organization’s overall talent management strategy in mind. Encourages leaders to balance strengths and development areas among employees when assigning talent, ensuring a diverse distribution of necessary skills to meet the business unit/function’s goals. Demonstrates understanding of ongoing and future talent needs and looks for ways to address those needs through effective recruitment and development of talent. Recommends initiatives that strengthen and align talent development with future needs of the business unit/function; provides input for succession planning.
Uses knowledge of the business model, and challenges assumptions and conventional thinking to develop new strategies for the business unit or function. Communicates the organization’s vision to the business unit/function to gain support and motivate others and build a sense of shared purpose. Identifies criteria to assess strategic alignment and success of plans tracking against measurable business unit/function success factors.
Seeks to understand the main business drivers of current and potential customers, and designs solutions accordingly.
Creates and supports programs that improve the business unit/function’s reputation for providing excellent customer service; understands the external factors that may impact a customer’s perspective. Anticipates emerging trends that will impact future customer needs and prepares the business unit/function to respond.
Frequently communicates the business necessity and benefits of change to employees. Translates change initiatives into tactics and operating plans for the business unit/function. Identifies and anticipates potential concerns for key stakeholders and uses multiple strategies and methods to gain support for change.
Uses deep understanding of customer organization, unique strategic objectives, business challenges and operational processes to anticipate and comprehensively meet customer needs. Networks with key decision-makers, leveraging a deep understanding of their unique perspectives to create and expand relationships. Demonstrates deep customer retention expertise, develops and implements plans to enhance and improve customer retention.
Demonstrates subject matter expertise in complex Nasdaq offerings and tailors solutions to meet the unique needs of the customer. Demonstrates subject matter expertise in complex products, technologies, offerings, etc. Understands market segments as well as market data trends and makes recommendations accordingly.
Engages in dialogue with assigned customer executives, employing open-ended questions to uncover overall strategic objectives and organizational needs; communicates with internal team to identify opportunities to act on information learned. Applies a deep awareness of external trends (i.e. business trends, regulatory issues, global implications) to anticipate customers’ needs and conceptualize new offerings. Collaborates with colleagues and customer group leaders to assess customers’ immediate and long-term needs and define solution offerings.
Shares with the customer the demonstrated value/savings provided by solutions (pre-sale through post-sale) to reinforce that the Nasdaq relationship provides unparalleled value to the organization; gains concurrence from the customer. Leverages internal relationships to identify and align Nasdaq resources to meet customer’s needs; works collaboratively with the customer and within Nasdaq to affect mutually beneficial solutions. Clearly articulates the value of Nasdaq solutions based on customer priorities and gains customer support; leverages experiences, knowledge and relationships to weaken competitors’ strategic positions and gain advantage.
Drives organization- wide sales performance by implementing innovative practices based on evaluation of sales performance and effectiveness. Identifies and quantifies industry-wide opportunities and develops a sales plan for the organization, including a list of high priority customers and specific methods for unique customer segments. Acts as an industry expert both internally and externally, providing Nasdaq with insight into industry trends and market conditions.
Displays deep expertise when articulating the value of Nasdaq’s products/offerings and how they will increase value and positively impact the customer.
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