To achieve budgeted sales, revenue and margin targets through the identification, progression and completion of managed hosting sales opportunities. To present & promote Financial Services Division (FSD) products & services to new and existing customers in the financial services vendor space either through a direct sales approach or through the set-up of channel agreements in order to achieve targets.
The FSD Sales Department is accountable and responsible for the delivery of all FSD revenue and sales, and is responsible for the relationships and management of all existing and all potential customers globally. The successful candidate will initially be targeted on new revenue attainment.
To work as part of the FSD Sales team based in New York (based in the individuals home office).
To generate revenue through the development of new business relationships and through the development of relationships with existing businesses.
To manage all assigned FSD customer relationships ensuring existing contracts are secure and new business opportunities are identified and closed.
To identify new name business in line with direction given by EVP & MD FSD.
Define Sales and Account Plans to support the strategy as outlined by EVP & MD which will enable revenue/sales/gross profit targets to be achieved - this also includes sales in pipeline management.
To provide regular, timely and accurate sales reports, sales forecasts and to keep accurate customer files & records.
Maintain direct contact with all levels of the customer's management team (from operational personnel through to Group Treasury, Finance Director, and Procurement), in conjunction with FSD Sales team and where necessary, TNS management.
To support as directed IT and Operations management, Marketing and Project management in the development and implementation of new services and enhancements to existing services.
To conduct negotiations on behalf of TNS as directed and have total understanding of TNS products and technical skills, to be professional in Financial and Technical meetings.
Establishment of close working relationships with external telecommunication, software and network suppliers to ensure opportunities arise for the provision of TNS products.
Prepare and arrange presentations and tenders up to Director level of customers and target customers on TNS product rangeWork with the FSD sales and support staff as appropriate in the USA to ensure a seamless operation is delivered to the Customers.
To rigidly adhere to company policies and employment legislation.
To adhere rigidly to company quality, Health & Safety and Data Protection Policies
Significant sales experience, both in new business sales and account management of Managed Hosting in the Financial Services vendor space
A sound knowledge of pre and post trade order flow cycleA sound knowledge of the Extranet space
A thorough understanding and commercial awareness of the marketplace including customer needs
Highly developed Sales SkillsFlexibility to adapt and adjust to the various business styles and cultures of the companies in the jobholder's portfolio.
Ability to interpret the technical and operational requirementsSound awareness of commercial and market conditions, and their implications for customers and generation of new revenue
Excellent presentation and communications skillsStrong team orientationStrong customer focusStrategic thinker with proven ability to implement innovative solutions
Confident personality with strong interpersonal skillsInitiative Good negotiation skills
Excellent telecoms product knowledge
Communicating and working with Senior Management, internal and external
Personnel Management Experience
Degree or equivalent in appropriate subject area