Senior Sales Specialist, Derivatives

Job Description

Job Purpose

Derivatives Sales Specialists work on positioning ICE as the market leader in providing OTC Derivatives Data, Valuations & Analytics solutions to investment banks, asset managers and hedge funds, as well as HFAs/Custodians, Accountants, Corporations and Corporate Treasurers. It is quota bearing and encompasses a variety of business development activities aimed at increasing the breadth of clientele in this business area.

The ideal candidate will have an entrepreneurial spirit, be determined and persistent in their approach and have the capacity to thrive as a role-player in a dynamic, team environment.

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 Specialists actively engage with clients to understand their requirements and challenges, articulate how ICE Data 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
• Protect Existing Revenue by actively engaging with existing clients, which includes on-site visits, training, feeding through feedback to support and product management.
• 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, relationship 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)
  
  

• Sales experience of non-standardized products/services, where extended sales processes required a range of skills and interactions to close
• 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: Commodities | Equities | Fixed Income & 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
• Fluent in English, knowledge of any other European languages is an advantage. French for the Paris office location.