Institutional Sales Associate

Institutional Sales

The Institutional Sales Associate will be based in Paris, France and will help drive the sales effort with a primary focus on new & existing clients in France. The successful candidate will expand the new business effort by proactively identifying opportunities, coordinating resources, and demonstrating technical product expertise.

They will also serve as a resource to the Head of Sales to lead projects and manage responsibilities that create new sales opportunities with existing and prospective clients, as well as mitigate client retention risk.

The best candidate for this role will have an understanding of the existing dynamics of the corporate governance and ESG markets, and the ability to build strategic relationships with asset owners and asset managers.

Reports to: Head of EMEA, Sales

Responsibilities

1. Identify, target and engage with prospects in France.
2. Create and manage new business opportunities, including demonstrating products, creating presentation materials, and coordinating responses to RFPs and questionnaires.
3. Develop deep technical expertise in GL products, and knowledge of GL staff and processes.
4. Coordinate meetings as needed, including client due diligence visits, sales presentations, and conferences and events hosted by GL or otherwise.
5. Collaborate with the Client Service team to strengthen relationships with existing clients and identify opportunities for cross-selling.
6. Assist the Head of Sales by managing special projects and ensuring important market intelligence is gathered and provided on an ongoing basis.
7. Identify sales trends and opportunities to improve processes by analyzing internal and external data.
8. Document interactions and all appropriate activity in the company’s CRM, and actively maintain accurate pipeline information.

Key Skills Required:

1. Ability and communication skill to initiate and develop meaningful relationships across all levels of clients and prospects, from C-suite to day-to-day administrative contacts.
2. Experience and skill in delivering presentations at a high level within the financial services market.
3. Organized, efficient, accountable, and comfortable in a deadline-driven environment.
4. Interpersonal skills to build collaborative internal relationships and shepherd necessary resources for success across departments.
5. Excellent writing and communications skills.
6. Willingness to work autonomously to solve problems in a flat organization.
7. Proficiency in French & English languages are preferred.
8. Proficiency with Microsoft Office suite; familiarity with sales CRMs like salesforce.com or HubSpot preferred.

Education/Experience:

1. Undergraduate degree required.
2. 3+ years of relevant experience required.
3. Experience in sales, i.e., technology, Platforms, ESG / corporate governance.