Sales Field Manager

Job Purpose
The EMEA Sales Field Manager will take the responsibility of significantly growing strategic regions within EMEA and managing one of the European Sales teams in Pricing and Analytics (P&A) division of Fixed Income and ICE Data Services. The primary responsibility of Field Sales Manager would be to help position Fixed Income and ICE Data Services as key partner to its clients in the region. The team is based in Dubai & various European locations and the candidate will work to ensure that team’s new business sales targets are met.

Responsibilities
The Field Sales Manager will be responsible for developing and growing strategic key regions within Middle East & Africa and manage the sales team to successfully achieve sales and revenue growth targets in a balanced way across P&A’s offerings in existing and New Accounts within the assigned territory.
A fundamental responsibility of the Field Sales Manager will be to provide leadership, vision, guidance, coaching, mentoring, and motivation to the team ensuring that the respective individuals are successful, and their individual quotas are met or overachieved.

1. Develop a short to medium term Strategic Business Plan to grow strategic regions in EMEA significantly in line with senior management’s objectives and implement this plan.
2. The Business plan should consider competitive landscape, existing footprint, focus on further building on Fixed Income and ICE Data Services strengths and address any challenges being faced by the business.
3. Develop a marketing plan jointly with the marketing team to enhance the brand awareness of Fixed Income and ICE Data Services in the region.
4. Works collaboratively with the wider Pricing & Analytics organization to maximize existing customer footprint and retention and optimize growth opportunities.
5. Helps the team members with moving deals through the sales cycle to a successful close by providing guidance, opportunity review, challenging the thought process and identifying key risks at an opportunity level.
6. Builds, develops and manages the team with the view to achieve the set sales targets, making sure a monthly/quarterly cadence is maintained.
7. Leading by example in key pursuits and customer and prospect engagements.
8. Add value to the team by introducing Innovation and fresh ideas.
9. Ensures forecasts are accurately met.
10. Leads the interview and recruitment process of new team members.
11. Implement changes effectively to support consistent and high growth.
12. Manages the New Business lead acquisition process and funnel to ensure maximum performance.
13. Works with external partners effectively for lead generation and opportunity management.
14. Works collaboratively with other Lines of Businesses within Fixed Income and ICE Data Services and wider ICE.
15. Works with internal stakeholders responsible for the different Product Propositions in order to diversify the product offering being delivered, but also to achieve organisational goals and objectives.

Knowledge and Experience
• Experience as a Director or Sales Leader, preferably in a data driven or subscription-based business.
• MBA degree or the equivalent experience.
• Prior experience of developing and executing business plans for strategic regions of the Middle East.
• Inspirational leader who cultivates a collaborative environment across different Lines of Businesses, functions and geographies.
• Ability to see and unlock new business opportunities with measurable impact to company objectives, identifying new partnership opportunities spanning multiple orgs and engaging all relevant stakeholders.
• Excellent business acumen, communication and interpersonal skills with an innate ability to influence others and create active engagement, excitement and productivity in a group setting with a variety of stakeholders.
• Strong commercial background including contract negotiation skills and demonstrable understanding of the data and analytics industry.
• Excellent leadership skills and excellent written and verbal communication skills Collaborative, team-oriented player with drive to contribute to individual and group results.
• Demonstrable experience of working in a high-achieving sales environment.
• Demonstrable in-depth knowledge of team management processes.
• Demonstrable success of developing, building, leading and mentoring successful sales teams, with a proven track record of managerial and motivational skills.
• Proven experience in delivering results.
• Proven track record in quota-bearing roles including successful execution of complex sales and negotiations.
• Growth Mindset; Always looking for areas of opportunity and improvement.
• Strong entrepreneurial and sales mindset, with relevant industry experience and an in-depth knowledge of the market.
• Established relationships and presence with C Level buy side and sell organisations in EMEA.
• Well-developed IT skills, namely MS office suite and CRM systems.

Schedule
This role offers work from home flexibility of one day per week.

Company Industry

• Banking
• Broking

Department / Functional Area

• Business Development

Keywords

• Sales Field Manager