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Sales Director
Economist Group
London, , United Kingdom
Job Details - this job has expired, please see similar jobs below
Introduction:
EuroFinance, an Economist Group business, is the leading global provider of conferences, training and research on cash management, treasury and risk.
Running more than 30 events worldwide, EuroFinance enables treasurers and CFOs to exchange innovative strategies, best practice and expert opinion into the trends and developments in cash management and treasury areas.
Currently, EuroFinance is seeking a Head of Sales. You will be responsible for driving revenue growth throughout the EuroFinance portfolio of conferences, research, custom events and other products such as the EuroFinance Corporate Treasury Network (ECTN). You will be expected to manage a collaborative sales team able to reach and tap new revenue streams; and ensure that sales work collaboratively with the other departments at EuroFinance and the wider Economist Group.
Accountabilities:
In this role you will be expected to:
• Own and hit/exceed annual sales targets
• Deliver growth in revenue across EuroFinance products
• Develop and execute strategic plan to achieve sales targets and to expand the company’s client/customer base
• Build and maintain strong, long-lasting client relationships
• Partner with clients/customers to understand their needs and objectives
• Monitor and anticipate regional and event revenues and propose quick and appropriate action to correct deficiencies and exploit new opportunities
• Ensure the sales operation and team are efficient, professional and take appropriate care and action with regard to invoicing accuracy and credit control respectively
• Key responsibilities/activities:
• To manage the key global relationships that we have and develop/build the client relationships with these companies
• Manage and drive sales globally for the portfolio of conferences, ECTN, custom research and events, in-house training and also any new products and services
• To drive new business and products
• Ensure that each conference is exceeding the sponsorship target
• Recruit, train and manage the sales team to maximise revenues
• Drive the Group Delegate Plan packages (GDP)
• To maintain the drive to sell sponsorship/GDPs as early as possible in the financial year to position for risk mitigation and growth
• Stay ahead of market developments and our clients strategy in order to be able to offer appropriate products to meet their current needs, be it an event, a piece of custom research or other product
• Cement relationships with existing clients and forge relationships with new ones to be the strongest in the market
• Ensure that we are delivering an all-round quality experience to both sponsors and their clients
Experience, skills and professional attributes:
To succeed in the role you must have:
• Extensive sales experience in the financial services industry
• Good knowledge of financial services, banks and the treasurers’ role
• Track record of developing business opportunities and client management
• Strong leadership skills
• Excellent listening, negotiation and presentation skills
• Excellent verbal and written communication skills
• Cross-cultural sensitivity, able to perform effectively in an international environment
• Excellent people skills
You will be able to demonstrate:
• Proven sales experience, consistently meeting or exceeding targets
• Ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
• Proven ability to drive the sales process from plan to close
• Experience in developing client-focused, differentiated and achievable solutions
• Proven ability to articulate the distinct aspects of products and services and position them against competitors
• Ability to get under the skin of a market quickly and then deepen knowledge and relationships continually over time
• Performance against key criteria – actual total sales against budget, renewal rates and upsell rates
• Effective stakeholder management at all levels. Key stakeholders you will communicate with include: the EVP, Chief Commercial Officer, The Economist Media Businesses; the Managing Director of EuroFinance; Finance Director; Head of Content; Head of ECTN
• Proven track record of delivering results