Sales Director (Buy Side)

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Toronto, ON
$140,000 - $350,000
Job Type
Direct Hire
May 14, 2018
Job ID
Sales Director (Buy Side) for Financial Services & Technology company in Toronto, ON, Canada.
The company is a leading global provider of investor communications and technology-driven-solutions for securities processing and operations to banks, broker-dealers, mutual funds, and corporations. Looking for someone with 10-15 years of experience selling technology to financial services executives; knowledge of Canadian brokerage, pension & buy side markets. Must have previous experience with sales to the Canadian buy site market. Comp: $140-150k plus commission ($150K plus ) 350K OTE - no relocation looking local to Toronto

The position reports to the Managing Director - Canadian Sales, and is part of the Bank Broker Dealer sales team with focus on the pension plan and buy-side market segment. The role requires general knowledge of the brokerage industry, specifically back and middle office operations. You will be responsible for establishing and building relationships with prospective clients, presenting product set and achieving or exceeding quota-based sales targets.
Key Responsibilities
  • Identify new business opportunities within existing clients by cold calling and working with existing (internal and external) relationships
  • Independently lead and complete all aspects of the sales process from pre-qualification to completion
  • Follow a "Playbook" approach that includes the development of business cases and pricing, utilizing internal models
  • Provide direction internally by recommending improvements to product set and business processes
  • Coordinate activities across the company to ensure the successful and timely implementation of products and services within the existing client-base
  • Be accountable for and take ownership of all objectives, deliverables and commitments to these clients
  • Help maintain positive client relationships by appropriately directing any service, delivery and billing issues
  • Develop sales plans, specific to individual clients, to find opportunities to grow pipeline, sell appropriate solutions and maximize revenue
  • Maintain awareness of current and planned development of products; keep clients abreast of product information
  • Responsible for providing management with all requested sales reports and supporting correspondence, including the use of the sales management tool (Salesforce)
  • Attend trade shows, conferences & industry-related events to help strengthen existing and client relationships, develop new relationships, remain current on industry issues, increase awareness of competitive offerings, and promote products and services
  • Manage internal resources to provide the necessary expertise and support during the sales process including legal, finance, product specialists, and senior management 
  • 8-10 years of experience selling to senior level financial services executives in the buy side industry ie pension plans, hedge funds etc
  • Extensive sales experience in the Canadian financial services/brokerage industry, ideally with Tier 1 Banks and Asset Managers selling to Pension Plans and/or buy-side firms in Canada
  • Knowledge of back and middle office
  • A consistent record of success achieving sales quotas on a year-over-year basis
  • Overall industry knowledge, with an ability to quickly learn the product set
  • Superior written and oral presentation skills
  • Excellent with time management, sales opportunity qualifier and negotiations
  • Able to work in a dynamic, high-pressure environment
  • College degree or equivalent work experience
  • Able to travel to client sites, up to 50% of the time