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Sales Support Analyst

Richmond, Virginia

Job ID: 8210 Category: Financial

Job Description

Help grow and retain the Client 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:

  • Manage and contact a designated list of self-selected trial subscribers to generate specific appointments (both in person and WebEx) for External Sales
  • Research prospective advisor clients using multiple sources including, but not limited to, internal CRM database, purchased client lists, internet research
  • Use cold call techniques to generate new trial subscribers and business leads in prescribed territory
  • Develop and manage relationships with the distribution teams of our ClientETP issuing partners’ in support of their current product education efforts
  • Work with Licensing Sales to create new product licensing opportunities
  • Support all major industry conference activity by scheduling at-event External Sales meetings
  • Provide strategic input and support to the Index Research team, Index Licensing Sales team, and Global Data Products Index Product Development groups within our client's company.
  • 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 our client's offerings and major areas of expertise
    • Develops a basic understanding of standardour client's 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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