Job Purpose
The primary function is new business development, which includes both prospecting for new leads, as well as qualifying and managing incoming leads from elsewhere within the ICE Fixed Income & Data Services Sales and Marketing Organization. In aid of this, Sales Executives actively engage with clients to understand their requirements and challenges, articulate how Fixed Income Analytics & Derivatives solutions serve client needs, and work hand in hand with relevant internal teams to advance all aspects of the sales cycle, from prospecting to contract.
Responsibilities
- Generate new business by identifying and prospecting new logos, as well as upselling and cross selling into existing clients across the ICE network
- Perform warm calls to existing clients as well as cold calls to prospects
- Conduct outreach, both remote and on-site, to promote the value proposition of ICE products and services
- Position and demonstrate ICE products and services with the overall objective to grow revenue and ensure ICE maintains a dominant position in their respective markets
- Develop and nurture a network of client relationships
- Garner a deep understanding of organizational groups and business priorities of assigned accounts
- Collaborate with sales, account management and inside sales to identify opportunities and deliver value-added solutions to enhance our clients’ business
- Develop internal relationships across the wider ICE network, including cross-selling opportunities
- Maintain clear records of activity including CRM, Call reports, Service Requests and Monthly Activity Reports
- Will need to travel across the region on a regular basis (min once a month)
Knowledge and Experience
- Sales experience of non-standardized products/services, where extended sales processes required a range of skills and interactions to close
- 3+ years of experience either working at, or facing off with, tier-1 financial institutions
- Strong market knowledge in at least one of the following asset classes, with solid familiarity in others: Fixed Income | Commodities | Equities | Interest Rates | Foreign Exchange | Credit Derivatives
- A solid understanding of what departments/desks/individual roles are within banks/funds
- Outstanding listening, verbal and written communication skills
- Strong presentation skills & analytical skills
- The capability to forecast and manage a monthly/quarterly pipeline
- The ability to work both collaboratively within a team environment, and independently where required
- A self-motivated, patient problem solver with a strong willingness to learn
