Summary
An established, profitable B2B Media company is seeking a highly experienced Managing Director who will have responsibility for managing approximately $60 million of events, media, and custom research revenue.
The Managing Director will manage an international team of 25 with 6 direct reports; each managing their own sales team.
The sales team is responsible for selling an extensive suite of memberships and sponsored events, digital display advertising, custom research, and thought leadership to the world’s most prominent investment management firms, family offices, multi-national corporations, financial institutions, accounting firms, consulting firms, real estate firms, insurance companies, academic institutions, and non-profit organizations.
As a member of the senior leadership team; the Managing Director will play an important role to develop and execute go-to-market strategies and help align commercial policy and product development to accelerate global growth opportunities.
The successful candidate will be action-oriented and results-driven and bring inspiration, credibility, and commercial awareness to the business.
In addition, she / he will have experience managing diverse teams across multiple locations and geographies and building high performance global teams under a shared vision and strategy.
Responsibilities :
- Responsible for developing short and long-term strategic plans for successfully distributing the company’s products and services aligning with market demands within each region.
- Ensure sales organization is structured to promote effective client coverage and servicing to maximize sales productivity.
Regularly analyze sales performance to determine effectiveness.
- Develop and implement a robust metrics driven sales approach leveraging Salesforce and other tools to standardize process around lead generation, pipeline development and management, and opportunity qualification.
- Research, analyze, and monitor financial, technological, and demographic factors of global markets to capitalize on market opportunities and minimize effects of competitive activity.
- Recruit, manage, motivate and retain experienced world-class sales professionals and representatives and coach them to create high quality performers.
- Identify learning and development needs of global sales teams and monitor progress and effectiveness of ongoing training
- Resolve conflicts and facilitates change in structure of local sales team and territory to ensure objective resolution and swift response to sales problems and opportunities.
- Present sales forecasts on revenue and pipeline on a regular basis to CEO and senior leadership team.
- Work closely with Heads of Content, Media, Marketing, and other teams to develop and grow the sales pipeline and cultivate prospect relationships
- Function as a strong client advocate; build trusted relationships, understand and communicate the integrated solution-oriented programs to clients.
- Extensive networking at both external industry events to prospect and cultivate existing client relationships and generate new business relationships.
Qualifications :
- Strategic sales management experience with exposure to the Financial Services Industry preferred
- Superior verbal, written, presentation, and negotiation skills; able to communicate effectively to c-suite and senior level executives
- Intellectually curious and naturally collaborative leader with the ability to work strategically yet drive execution tactically and manage the balance between the two
- A senior executive with a performance mindset, who thrives in complex team environments and drives a transformational agenda
- Excellent communicator with strong interpersonal, presentation and organizational skills able to help customers solve problems
- A confident, decisive and dynamic leader who sets high standards for himself / herself and others
- Leads with passion and drive, demonstrating positive and inspirational behaviors
- High energy, entrepreneurial spirit with a passion for sales and people
- Self-motivated, client focused and persuasive leader
- Proven track record of building and executing sales success
- Strong belief in metrics and process driven sales approach
- Ability to build and foster internal and external relationships through consultative listening and selling skills
- Time management skills; ability to multi-task and juggle many different projects at one time.
- Knowledge of the financial markets, asset management industry a must
- Experience using Salesforce as a CRM for pipelines, analytics and reporting
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