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Sales Support Analyst

Richmond, Virginia 23219

Job ID: 8088 Category: Professional

Job Description


Help grow and retain the Advisor Solutions business in North America by generating trials of the Dorsey Wright Technical Research Platform in order to meet individual/team quotas and company business objectives. Focus will be on increasing the number of financial advisors that both request a trial of the platform and meet with senior sales to better understand the value proposition of the platform. Primary responsibility is to secure a minimum of 1400 meetings per month within a defined territory through warm and cold call, and email initiatives.


Additional responsibilities are:

1. Manage and contact a designated list of self-selected trial subscribers to generate specific appointments (both in person and WebEx) for External Sales

2. Research prospective advisor clients using multiple sources including, but not limited to, internal CRM database, purchased client lists, internet research

3. Use cold call techniques to generate new trial subscribers and business leads in prescribed territory

4. Develop and manage relationships with the distribution teams of our client’s ETP issuing partners’ in support of their current product education efforts

5. Work with Licensing Sales to create new product licensing opportunities

6. Support all major industry conference activity by scheduling at-event External Sales meetings

7. Provide strategic input and support to the Index Research team, Index Licensing Sales team, and Global Data Products Index Product Development groups within.


Education, Professional accomplishments, and Certifications

• Education Required: Bachelor’s degree in business, finance, or marketing/sales

• Experience Required: 3 to 5 years’ experience

Skills, Requirements and Competencies

• Adept at creating and executing high volume call campaigns to set up a minimum of 1400 meetings on behalf of sales team

• Leverages for prospecting and individual reporting processes

• Requires guidance on task initially and requires supervision

• Is working in a smaller defined area of the role, this continues to expand as the employee gains more confidence and capability

• Applies general knowledge of business developed through education or past experience

• Often needs help understanding the commercial side or key business drivers impacting the task/decision

• No supervisory responsibilities; accountable for developing technical contribution

• Uses existing procedures to solve standard problems; analyses information and standard practices to make judgments

• Has limited impact on own work team; works within standardized procedures and practices to achieve objectives and meet deadlines as described by supervisor

• Exchanges straightforward information, asks questions and checks for understanding

• Learns how to navigate the customer organization and identify key facts

• Maintains customer information regarding decision makers in internal sales systems, as directed

• Learns the fundamentals of customer retention, including how to identify valuable customers and their basic needs

• Develops basic understanding of standard offerings and major areas of expertise

• Develops a basic understanding of standard products, technologies and offerings

• Develops a basic understanding of competitors’ standard products and services

• Participates in dialogue with assigned customers

• Participates in the communication with the internal team

• Gains insight to external trends (i.e. business trends, regulatory issues, global implications) to contribute to the anticipation of customers’ needs

• Collaborates with colleagues and customers to assess customers’ immediate needs

• Under direct supervision assists customers through the sales process (pre-sale through post-sale)

• Understands the other roles that are part of the sales process (e.g., sales support) and collaborates with the right individuals with the right information at the right time

• Under direct supervision assists in presenting deal scenarios to the customer that focus on how our client can best address their future business challenges

• Develops an understanding for sales performance and the strongest and weakest customers, bestselling products, and successful sales techniques

• Assists in identifying opportunity in territory and develops a sales plan for the territory, including a list of high priority customers to target

• Under direct supervision conducts an ongoing review of the territory plan, referring back to it regularly to make sure the plan is on target

• Provides customers with basic, standard information regarding products/offerings


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