About the Role:

SALES & RELATIONSHIP MANAGEMENT 

ROLE SUMMARY: 

The Head of Sales Americas, will be responsible for supporting and growing OSTTRA’s business in the region, helping sales staff achieve their business goals and actively influencing the growth of client relationships. You will work alongside an experienced sales team, customer success team, support team and product specialists and will collaborate with other teams across OSTTRA. 

Responsibilities will include working with and guiding people managers, monitoring performance metrics, evaluating and optimizing staff performance and making recommendations to EXCO leaders on Americas engagement.

In addition, you will be responsible for managing all commercial aspects with key client relationships in the region, as assigned. Skills required include adept presentation of the OSTTRA value proposition (both for new services as well as existing services for revenue retention purposes) and negotiating commercial terms with client decision makers. 

KEY ACCOUNTABILITIES: 

• Execute sales strategy for accelerating revenue generation from existing and new clients

• Understand global competitive and regulatory landscape and impact on clients in the region

• Advance the development and execution of client specific account plans to address client segment challenges and opportunities

• In collaboration with the Sales Leadership, Business Line Heads, Product Leads and Marketing, develop strategies to optimally position OSTTRA products and services by:

  • Increasing the number of clients/segment penetration, increasing number of asset classes/products used per client, increasing overall and per-client volume on our platforms

  • Leverage CRM system to proactively initiate communication and coordination across segments to drive our selling efforts

  • Represent and position OSTTRA at conferences, trade shows and associations as necessary

Person Specification:

• Experience and a successful track record guiding sales teams to success including, lead generation, product presentations, commercial negotiations, closing and exceeding targets

• Understanding of financial market ecosystems and post-trade processes

• Ability to receive and interpret client communication, to adhere to the needs of the client base whilst driving sales strategy 

• Capacity to understand client workflows, requirements and position solutions accordingly

• Ability to foster and grow relationships with key decision makers 

• Ability to work both independently and as part of a team

• Ability to self-prioritise work and as objectives and focus evolves.

• Ability to multitask in a highly dynamic environment including accountabilities to key internal & external stakeholders

• Strong organizational and analytical skills 

• Excellent oral and written communication skills

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