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This Sales Specialist role will be responsible for originating new business as well as maintaining existing client relationships for MSCI's suite of Analytics products, encompassing both the Barra and RiskMetrics brands, and including Performance Attribution solutions. Travel is required within the designated sales territory to meet with clients/prospects regarding new products as well as enhancements to existing products.
The role entails positioning and closing sales of quantitative investment decision support tools with prospective clients, and upselling existing clients. Sales Specialists leverage their in-depth knowledge of the risk and investment management process to identify needs and opportunities, working with Product Management to structure and propose enterprise solutions tailored to each client situation.
This role is highly visible, with involvement in all aspects of an account, including senior level relationship management, product demonstrations, contract negotiation, sales closing, and ongoing relationship management. In this role, individuals will work very closely with Sales Management, Client Consultants, Product Management, Legal, and Sales Operations. Compensation and title will be commensurate with experience.
Scope of Responsibility /Expectation:
Achieve targeted quarterly and annual revenue goals
Develop strategic sales plan for allocated sales territory
Develop strong sales pipeline for each allocated country and industry segment
Lead client engagement, needs assessment, and solution pitches
High-level contact with clients/prospects and other major industry participants
Address client inquiries regarding products and solutions
Maintain accurate records regarding account visits, client conversations, finalized contracts
Work seamlessly with other departments (Client service, Research, Product Management, Legal, Billing) to ensure that all client requests and inquiries are managed appropriately
Proactively solicit client feedback regarding new initiatives and future product development
Provide feedback from clients to Marketing, Sales, Research and Product Development groups
Strong analytic and quantitative skills
Proven sales closing skills and demonstrable track record in business development
Superior time management skills with the ability to handle multiple projects
Desired Experience AND Qualifications:
Understanding of and in-depth experience dealing with major financial institutions, especially institutional investors in Asia
Strong understanding of financial markets
Minimum of 5 years sales experience and minimum of 7 years of experience in financial services
Excellence in both individual achievement as well as teamwork with a diverse set of departments
Bachelor's Degree Required; MBA or Masters Degree preferred