MandateWire was acquired by The Financial Times Ltd in August 2009. It is recognised as the leading source of institutional asset management intelligence throughout Europe and monitors the investment activities of over 2,500 institutional investors. In March 2010, we shall be launching a new US edition of the service.
The Sales Manager for MandateWire is responsible for selling subscriptions for our European and US services to asset management firms. MandateWire has a strong pedigree in sales growth and the Senior Sales Executive will be responsible for meeting and exceeding MandateWire’s overall sales and renewal targets as set out in the operating plans and forecasts.
The Sales Manager will have management responsibilities for one Sales Executive.
Success in this position will be measured against team targets and personal targets. The role involves a mixture of face to face and telesales.
Main Duties and Responsibilities
Sell annual subscriptions to fund management groups in the UK, continental Europe US and Asia.
Hit agreed personal and team targets.
Manage the complete sales effort including management of one Sales Executive reporting of sales figures.
Hold a minimum of ten presentations each week to prospects. These presentations will be conducted face to face and also over the telephone.
Prioritise own work schedule whilst working closely with the Sales Executive and Managing Director.
Provide sales reports as required and ensure that the CRM system is kept up to date.
PERSON SPECIFICATION
Qualifications / Capabilities / Skills / Experience
Essential
Established track record of success in sales (both face to face and telephone).
Knowledge of the institutional fund management industry.
Must be able to make multiple sales calls to both identify and contact key decision makers and to close by telephone, email and in person.
Ability to present to clients / prospects at all levels.
Ability to create and maintain efficient customer and prospect sales data and reports.
Experience in team management.
Experience in attending conferences and trade shows, working meeting rooms and developing rapport with prospects.
Excellent general communication skills.
Key account management experience of sizeable and demanding clients and the ability to work closely with the editorial team.
Self-motivated – prepared to act on own initiative.
Desirable
• Review and maintain lead, accounts and opportunities in the Salesforce.com CRM system.
• Ability to conduct research and review extensive prospect / customer data sources to affect active cross-sell opportunities.
• Foreign language skills (French, Spanish, German, or Italian) are not required but would be an advantage.
• Background / experience in selling to the financial services industry.
• Clear ability and desire to work closely with marketing and editorial teams.
Person Profile
• Excellent verbal and written communication skills
• Passion for closing the sale
• Ability to listen carefully
• Tenacious sales manner coupled with discretion and a consultative approach
• Positive outlook and hands on approach.
• Independent and execution-biased with team focus
• Service and internal/external-customer oriented
Pearson is committed to equality of opportunity. We are determined to create a diverse group at all levels of our company -- and we welcome all members of the community we serve to apply for openings with us.
