Title: Sales Executive, IFR
ID: SAL00007029

Description

This role will have responsibility for Japan market. It will focus primarily on all DealWatch & IFR Markets current accounts and prospects and will also include some broader account responsibility and exposure to GSAM, other business units and major IFR Financial Publishing accounts and events in the local area.

The role is a hybrid of key account management and high performing sales activity. It provides one on one relationship management and interaction with end users and decision making executives for all assigned accounts.

Supports overall sales and revenue retention strategy as defined by Head of Sales, APAC by implementing own initiatives in keeping with those strategies. Incumbent has overall accountibility for successfully achieving and exceeding client and revenue retention, while also achieving and/or exceeding revenue growth objectives for assigned accounts. To achieve these objectives will need to work in conjunction with and leverage the knowledge and contacts of the broader Thomson Reuters Account Managers, client specialist teams, other business units, and DealWatch and IFR editorial team. Must be able to communicate effectively and professionally.

Travel throughout the region may be required.

Qualifications

KEY ESSENTIAL Duties and Responsibilities:

- Acts as primary sales manager responsible for interacting with existing and prospective end users and decision-making management for assigned accounts, including the development and maintenance of those relationships.
- Develops and executes account strategy specific to Deal Watch and IFR Markets products and where necessary in conjunction with counterparts on a regional or global basis.
- Actively creates opportunities and pursues local initiatives.
- Negotiates and closes deals for new and additional DealWatch and IFR Markets products and oversees renewals within all named accounts.
- Maintains an up to date knowledge of local, regional and global developments within assigned accounts, as well as developments and initiatives by competing services. Incumbent must disseminate information regionally and globally as applicable regarding their accounts.
- Maintains a close working relationship with Product/Domain specialists and Account Managers and enlists their support in identifying opportunities/risks whilst ensuring that resources are properly allocated to drive and support sales, account retention and client satisfaction.
- Provides sound marketplace feedback to DealWatch and IFR Markets Product and Sales senior management regarding product needs and enhancements that will drive value.
- Reports to senior Sales management on all account information and sales/revenue forecasts during the sales process.
- Understand competitor's activity and market place information.
- Maintain product knowledge and content appropriate for assigned client set.
- Development and on-going maintenance of short, medium & long term account plans by client to ensure overall revenue targets are met.
- Prepare and manage sales forecasts.
- Ensure accurate performance & activity tracking data is in CRM.
- Perform all relevant portfolio management and reporting tasks, including pipeline and contracts in CRM.
- Escalation point for client issues.
- Analyze current client portfolio & the client's future plans to identify further revenue opportunities.
- Identify and build relationships with key people who influence or make decisions within the client.
- Maximize sales opportunities to increase revenue levels within existing customer base.
- Negotiate contract terms (price, renewal/cancellation notice periods/license terms & extensions). Keep the client updated on products, content changes and improvements.
- Initiate the renewal process proactively with the client as part of regular feedback discussions.

METRICS OF SUCCESS:

- Revenue growth within existing client base.
- Revenue retention within existing clients.
- New business from new clients.
- Primary point of contact for assigned clients.

REPORTING LINE: Head of Sales, APAC (Singapore)

Job: Sales
Primary Location: Japan-Tokyo-JPN-Tokyo-Akasaka Biz Tower 30
Organization: M FP&M FI and FX
Schedule: Full-time
Job Type: Standard
Shift: Day Job