JOB PURPOSE:
Acuity Knowledge Partners is looking for a Director, Sales Manager in the EMEA Business Development team, based in London. This is a managerial role to head the Europe Asset Management business development function.
To be successful in this role you should have extensive knowledge of the capital markets landscape, with deep experience in the buy-side (asset management, hedge funds, private wealth) and ideally an established network in the industry.
Alternatively, candidates need to demonstrate a proven track record in leading teams selling knowledge process outsourcing services to asset management clients.
As a quota carrying role, prior experience in managing and driving high performance sales teams is a pre-requisite. The manager is expected to be hands-on in enabling pipeline creation and deal closures.
KEY RESPONSIBILITIES:
Run high quality Enterprise sales cycles which includes: -
- Identifying and initiating new sales opportunities by prospecting new clients
- Leveraging existing client relationships and networks to generate commercial interest
- Qualification and generating demand at clients and prospects
- Creating compelling value propositions mapped to client business needs
- Negotiating and Closing complex agreements
Setting the team’s annual goals, managing the ongoing performance of the team and driving both farming of existing clients and hunting for new logos.
Quota to be attained by selling to new client accounts and by leveraging one’s earlier relationships for selling high value-added services to Asset Managers including:
- Investment Research
- Financial Marketing Services
- Data & Tech Services
- Risk & Middle Office Support Services
- Compliance Guideline coding and monitoring platform services
Negotiate at the front & middle office MD/COO/CXO level to build a broad vision of outsourcing, offshoring and associated benefits
Ensure complete client coverage by calling upon the support of subject matter specialists and marketing teams in offshore and nearshore locations
Proactively manage the forward-looking quarterly pipeline for the asset management team in Europe.
Meet established sales targets, while creating new and enhanced client relationships and ensuring client satisfaction
Protecting the existing renewable book with high degree of client centricity
Position requires some travel
KEY COMPETENCIES:
- Bachelors’ degree (or equivalent) from a leading university
- Experience of working in the front office of key product or sector teams in Asset Management, Investment Banking, Investment Research, Private Equity is preferred. Excellent verbal and written presentation skills and strong negotiation skills are essential, as is the ability to build and establish long term relationships with clients and internal stakeholders.
- Prior experience in pitching at senior levels within an Asset Manager is highly desirable.
- Experience of working within the knowledge based outsourcing services or high value consulting services industry is a plus.
- Ability to source, identify and develop new business opportunities
- Ability to sell on a needs/solutions approach and ability to engage with senior business users, COO’s, Chief Marketing Officers, Chief Investment Officers, CCO’s and Procurement Managers
- Ability to influence key decision makers during the full life cycle of the sales process
- Strong presentation and negotiation skills as well as outstanding client relationship management experience
- Experience in leading sales efforts, proposal development and closing deals
- Creative problem-solving skills and ability to diagnose issues and develop solutions
- Ability to multi-task and meet short deadlines
- Ability to work both independently and within a team environment, with focus and high attention to detail