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Commercial Manager - South East US - BCA Research - NY, Florida, North Carolina (possibility, NY


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Job Information:

Company: BCA Research

About Euromoney Institutional Investor

Euromoney Institutional Investor PLC (www.euromoneyplc.com ) is listed on the London Stock Exchange and is a member of the FTSE 250 share index. It is an international business-information group covering asset management, price discovery, data and market intelligence, and banking and finance under brands including Euromoney, Institutional Investor, BCA Research, Ned Davis Research and Metal Bulletin. The group also runs an extensive portfolio of events for the telecoms, financial and commodities markets.

About BCA Research

BCA Research (www.bcaresearch.com) is the leading independent provider of global investment research. Since 1949, BCA Research's mission has been to shape the level of conviction with which our clients make investment decisions, through the delivery of leading-edge analysis and forecasts of all the major asset classes and economies. The firm maintains a head office in Montreal, with local offices in London, New York, San Francisco, Hong Kong, Sydney, Cape Town and São Paulo.

About the Role

In this role, you will report to the VP, Commercial Management and will support new business activities. Your job purpose is to facilitate the sales process at each step of the sales cycle as needed. You will be responsible for managing and growing BCA Research’s book of business in the US / South East territory. You will focus on new client business development and commercial negotiations, while working in partnership with Account Managers to service the existing client base and uncover new opportunities. The South East region is mainly comprised of a homogeneous group of Tier 1 (Asset managers and investment banks) and Tier 2 (Wealth managers, Family office) clients.

 

Key Accountabilities

Working alongside one of BCA’s sales team, here is what a typical day could look like:

 

  • You will work together with the Vice-Presidents and Senior Vice President of Sales to achieve well-defined client metrics and sales targets for client engagement including new business sales, upsells and trade-downs for existing clients, price increases and negotiation of contracts and commercial terms
  • You will manage BCA Research’s new client relationships in the South East region. This will include talking to experienced investment professionals around BCA Research’s views and assist them in any research requests they may have
  • You will map out client structures with Account Managers and identify upsell opportunities
  • You will be expected to autonomously manage the sales cycle from origination to execution in your region. Marketing efforts to achieve this include networking, cold-calling and organizing group events
  • You will be responsible for selling the BCA Academy and the BCA Research’s annual investment conference
  • You will maintain and update client information using CRM systems
  • You will be the key liaison for commercial negotiations across the South East region between the broader regional sales teams, account managers, clients and head office for all new business sales and commercial interaction with existing clients.
  • You will be responsible for processing all inbound marketing leads, through the various sales stages

 

Requirements

 

  • Education
    • An undergraduate degree, ideally in commerce, finance, or economics

 

  • Experience, skills and knowledge
    • Ideally a minimum of 3 years of experience in institutional client facing sales role
    • A proven track record of using consultative sales techniques to influence, negotiate, gain commitment, and develop relationships with senior investment professionals
    • An understanding of the different types of institutional investors and their respective research needs
    • A good understanding and interest in global macroeconomics, strategy and investment
    • An understanding of the different types of institutional investors and their respective research needs
    • Excellent spoken and written English
    • Willingness and ability to travel to South East region

 

  • Desirable requirement
    • CFA designation
    • Existing relationships with senior investment professionals in investment banks, institutional money managers, hedge funds, private banks and pension funds in the South East region
    • Experience of selling investment research

 

Behavioural Competencies

 

  • Information seeking
  • Achievement orientation
  • Initiative
  • Customer service orientation
  • Influence others
  • Interpersonal understanding
  • Self-confidence
  • Relationship building
  • Positive outlook
  • Valuing diversity

 

 Location

 

NY, Florida, North Carolina (possibility to work remotely).

Job Status:

This job is currently active.