Sales Director - Investor Relations Advisory, New Business

Michael Page (UK); London; Hybrid; GBP 80,000 - 95,000; Full time

Job summary

A leading Investor Relations Advisory firm is seeking a Sales Director to drive B2B sales and manage relationships in the corporate sector. This role demands a background in selling services to large corporates, with responsibilities spanning client acquisition and maintaining strong client relationships. The position offers a competitive base salary of £80-95k, along with hybrid working options and performance-based bonuses.

Qualifications

• Experience in B2B sales, particularly in the IR or equity capital markets is crucial.
• Proven track record of meeting targets in high productivity environments.
• Strong ability to gain respect among senior management.

Responsibilities

• Lead the business development and sales effort by acquiring and converting new business.
• Identify client needs and conduct pitches to manage corporate client relationships.
• Develop and maintain a pipeline and prospect list while managing sales opportunities.

Skills

B2B service sales

High productivity

Interpersonal skills

Problem solving

Tools

Salesforce

Job description

• Senior new business, B2B sales role with leading Investor Relations Advisory org
• Sales Director title, ex. in selling B2B solutions into large corporates needed

About Our Client

Our client is an international, content-led Investor Relations Advisory business operating in all capital markets.

Albeit important to have an understanding of the IR landscape / equity capital markets exposure / small-cap equities and stock etc. it is important - given our client's offering - that you have sold a B2B service into corporates. Our client operates in the Investor Relations space, but are a content-led / research advisor to corporates, not investors and hedge fund managers etc.

A further breakdown of what our client does is that they are experts at integrating analyst content, digital targeting and wider investor engagement, with a proven history of increasing liquidity and valuations for their clients.

Job Description

You will perform a key role in the business development and sales effort, targeting companies and acquiring new business including converting both hot and cold leads, conducting pitches and identifying and planning sales campaigns. Determining client's needs through a solution-based selling approach, meticulous follow-up skills and advance sales skills, you will successfully meet and exceed individual targets. You will manage relationships with corporate clients (although the focus of this role is on executing new business), ensuring that service delivery is in line with expectations, enhance service provision and improve the overall client experience. Utilising your strong background in executive-level communication you will build out referral networks and partner relationships.

Reporting to Managing Director, Sales, you will be responsible for creating and managing sales opportunities through prospecting, client meetings and regular follow up.

• Develop a thorough understanding of all products & services, and effectively communicate these offerings to potential clients
• Prospect new business opportunities primarily across pre-agreed sectors
• Relationship management of client base, to maximise service & revenue opportunities
• Build and maintain strong and up-to-date pipeline & prospect list
• Execute face to face meetings, pitches with C-suite audiences and ensure timely follow up is undertaken
• Oversight of sales executives, leading by example, driving successful outcomes and supporting them in their knowledge and development
• Build out network of primary sales sectors
• Log and track opportunities and activities via Salesforce
• Undertake analysis of potential clients to determine those which will deliver the greatest potential value whilst retaining and enhancing the value of existing clients
• Contribute to the sales strategy in terms of market and client segmentation analysis as well as profiling and researching existing and potential accounts
• Liaise closely with the Sales Team and Sector Managing Directors to agree individual sales plan
• Represent our client at industry conferences to network, acquire sector knowledge, build new leads and sustain client relationships

The Successful Applicant

B2B service sell experience - you will be a consummate new business development professional, ideally with experience in and an understanding of the IR landscape / equity capital markets exposure / small-cap equities and stock etc. It is important - given our client's offering - that you have sold a B2B service into corporates. Our client operates in the Investor Relations space, but are a content-led / research advisor to corporates, not investors and hedge fund managers etc.

• Proven track record in high productivity environments and meeting targets and deadlines
• Self-starter who will excel in a fast-paced and fluid environment
• Strong interpersonal skills and ability to gain respect of senior management and external executives
• Understanding of capital markets, ideally with experience of selling a product into the marketplace
• Ability to rapidly build trust and credibility with prospective and existing customers
• Mentoring experience of less experiences sales personnel
• Competency with Salesforce (ideally)
• Persistent, ambitious and deft at problem solving

What's on Offer

Our client is looking to offer c.£80-95k Base Salary dependant on experience with OTE and bonus / commission structures to be discussed at interview.

Central London location, hybrid office / home-working set-up.

I look forward to hearing from you!