Reporting to the VP of Corporate Sales, you will be responsible for developing new business opportunities with new clients and cross selling to existing clients. You will build strong relationships with clients and sources of referrals.
As an accomplished B2B sales professional, you have a demonstrated track record of success in a hunting role, managing the entire sales cycle across the buyer’s journey. You possess strong discipline in managing your pipeline and leading key performance indicators (KPIs) to meet growth and revenue targets assigned.
The services that you will be selling are: trustee, custodial, transfer agency, corporate actions, private capital, and other related services.
Engage and consult with prospects and existing clients in assigned territories at all levels of the organization and in key departments including, but not limited to, finance, legal, procurement, and HR.
Key client contacts include corporate secretaries, general counsels, treasurers, CFOs and other executives in the client organizations, as well as influencing lawyers and investment bankers from other firms.
Identify, initiate and qualify opportunities to maintain a healthy funnel with a continuous focus on moving opportunities through the sales cycle.
Document sales activities (contact, prospecting, opportunities, and next steps) in Salesforce and provide a regular opportunity pipeline and forecast updates and reports as required.
Prepare client proposals, presentations, quotations, contracts and other internal supporting documentation, as required.
Negotiate and prepare the fee schedules, the new business acceptance (NBA) forms and prepare other materials on the transaction(s), as required, as per internal guidelines.
Collaborate with broad TMX Group and provide prospect, customer and market feedback to product management and marketing teams and provide input into product and other support functions.
Develop tactical and strategic sales strategies across new and existing clients; and tailor the TSX Trust value propositions to each situation.
Manage special projects as required.
Postsecondary education in a relevant field of study
Minimum 8-10 years of accomplished B2B sales experience
A demonstrated track record of success in a hunting role, managing the entire sales cycle across the buyer’s journey.
Independent, self-starter with experience in managing multi-product relationships with clients through coordination across a sales organization
Proven ability to identify business opportunities and potential clients, and to work with clients in order to maintain and develop relationships
Experience with Google Suite, Salesforce CRM and Microsoft Office