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Proposition Sales Specialist, Investment & Asset (I&A)

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Published on 20.03.2020


Banking, insurance, finance
IT, software engineering, Internet
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Serving more than 40,000 institutions in approximately 190 countries, Refinitiv provides information, insights and technology that drive... read more

Job Ad & Profile Description

Position : Proposition Sales Specialist, Investment & Asset (I&A)

Drive commercial value creation through adoption of all Refinitiv solutions purchased by the customer to achieve revenue retention and customer engagement. Play a key role in enhancing customer experience by leveraging a network of experts across Refinitiv and ensuring customers business objectives are achieved though full utilization of solutions into the daily workflow of end-users. The scope includes broader number of solutions (Feeds, Enterprise and Risk) that will engage customer across all Refinitiv products and services and identification of opportunities

Role Responsibilities

  • Grows recurring business / usage growth on selected products.
  • Focus on growth and responsible for gross sales within predefined portfolio of accounts or territory.
  • Structure, negotiate and close deals.
  • Proactively identify pipeline opportunities, governed by the Account Managers.
  • Develop the sales strategy for their proposition within their territory.
  • Provide insights and share Refinitiv thought leadership on their proposition with customers.
  • Deliver customer demonstrations on their specific propositions.
  • Deliver tailored engagements (e.g. enterprise workshops) that help customers to maximize the value derived from Refinitiv solutions post sale and build intimacy.
  • Use specialist knowledge to demonstrate and educate customers on relevant functionality and content resulting in increased usage and product adoption.
  • Interpret and take action on usage information focusing on at risk customers to mitigate cancellations and identify value optimisation opportunities.
  • Promote insights relevant to customers workflow and act as a voice of the customer internally, feeding back their experiences.
  • Provide transparency to the customer and act a quarterback to ensure Refinitiv delivers on sales commitments.
  • Shepherd customers to support channels available as part of the value Refinitiv provides.
  • Identify and investigate opportunities to raise to Account Manager for action and share insights to aid the sales process.
  • Builds on expert knowledge to target client base, recognises client needs and propose solutions.
  • Provides customer feedback to product development and represents the voice of the customer.
  • Maintains accurate and up-to-date customer contact, engagement and opportunity data in the appropriate Client Relationship Management Systems.
Required profile for job ad : Proposition Sales Specialist, Investment & Asset (I&A)
  • 5+ years of industry, sales or market experience
  • Proven track record in a quota bearing sales environment

Deep market understanding including ​​​​​​:

  1. Expert understanding of financial market
  2. Knowledge of relevant market
  3. Strong understanding of customers' business model workflow
  • World class selling skills (identify, develop, & articulate proposition/ consultative selling) as a hunter
  • Strong sales closer
  • Significant Product and Workflow Expertise (e.g. knowledge of financial modeling, Excel, MS Office); knowledge of trading floor tech / data apps
  • Creative thinker and good sales ideation skills
  • Presentation skills (verbal & written)
  • Strong interpersonal skills
  • Ability to organize and execute a sales plan
  • Executive presence
  • Experience selling to C- level executives
  • Travel as needed
  • Strong customer service skills
  • Others: Presentation skills (verbal & written); Strong interpersonal skills; ability to organize and execute a sales plan; ability to use MIS systems
  • Training or related experience preferred
  • College/ university degree or relevant work experience equivalent required
Job criteria for job ad : Proposition Sales Specialist, Investment & Asset (I&A)
Job category:
Production, maintenance, quality
Engineering, development studies
IT, software engineering, Internet
Services other
Employment type:
Permanent contract
Region :
Experience level:
5 to 10 years
Educational level :
Number of Position(s):10

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