Global Head of Sales

Sales Management

·       Lead outbound sales team to qualify and grow number of DGCX multinational member companies
·       Set activity and revenue targets for members of the sales team 
·       Work with sales team to develop regional business plans, including comprehensive competitive analysis to support revenue objectives
·       Manage sales pipeline and lifecycle for the respective regions
·       Provide monthly reporting on sales performance against budget
·       Contribute to implementation and ongoing development of Salesforce CRM (when available) to prioritise actions and track status of leads and renewals
·       Manage the entire value chain, suggest and implement any necessary improvements to the service level and/or product offering
·       Work closely with Product Development to design and deliver new contracts to the market. 
·       Keep regular and clear communication lines with direct reports as well as other managers across the DGCX Group
·       Produce regular reports covering effectiveness of sales initiatives in order to continuously improve productivity of marketing and sales efforts 
·       Contribute to the design of marketing campaigns, including specific programmes aimed at achieving the sales targets (such sector landing pages, sales kits, etc.) 
·       Identify and maintain list of industry events and conferences which are relevant to DGCX
·       Ensure a business evaluation and justification is submitted prior to sponsoring and/or attending industry events
·       Cooperate with private and government entities as well as key support entities to promote and raise awareness of DGCX’s product offerings
·       Post event reviews will be conducted to evaluate cost benefit/lead generation and follow-through
·       Ensure continual training and development of all members of the sales division
·       Keep Commercial Director fully briefed and up to date on performance and any serious issues
·       Work with Commercial Director on recruitment and selection for sales team (as required)

Client/Member

·       Expand existing business, forge new relationships and grow new business locally and globally
·       Work closely with the top tier members/prospects to develop innovative products
·       ​​​​​​​As a member directed exchange focus on sponsored products
·       ​​​​​​​Conduct member working groups semi-annually 
·       ​​​​​​​Host quarterly member forums
·       ​​​​​​​Ensure client concerns and constructive suggestions are distributed to senior management to aid in both client retention and growth
·       ​​​​​​​Arrange and participate in private roundtable discussions with senior industry figures to identify strategic opportunities internationally
·       ​​​​​​​Lead and participate in awareness raising events

Qualifications

·       Minimum of degree education, (Business/Economics) 

Experience

·       12 years’ experience in Business Development with a strong track record of building high-value relationships over time of which at least 5 years in Sales in a senior management position

·       A history of demonstrated quota achievement.

·       Strong and proven sales and management records

Knowledge

·       In-depth of high-technology services & support including high level customer care & Account Management
·       Strong computer skills, Excel, financial modelling, and presentation software
·       In-depth knowledge of the workflow of commodities & stock exchange business 

Skills

·       Strong communication and presentation skills, 
·       Ability to develop and present clear and concise analyses and recommendations to senior management. 
·       Apply strong financial analytics to solving business problems.
·       Excellent leadership and management skills

Competency

·       Delivery - Meeting and exceeding goals
·       Collaboration - With clients and internal/external stakeholders
·       Global - Coverage and consideration of different markets and client needs​​

Manager - Sales MENA 

Achieve product and regional volumes targets in coordination with relevant members of the Commercial Team

·       Actively work with the Commercial team to identify members or potential members who have an interest in trading DGCX products in MENA both onshore and offshore.
·       Facilitate workshops/ sales training events to improve member and prospect understanding of DGCX products and services and the opportunity that they offer in order to grow volumes.
·       Look to grow trading volumes and revenues from existing client base. ​​​​​

Business Development

·       Building and maintaining close and positive relationships with all members within the team members assigned region.
·       Actively grow the membership of the exchange through the acquisition of new members,.
·       Develop strategy to engage new business from the respective region.
·       Encouraging banks to become DCCC settlement banks

Member Engagement

·       Analyse the regional requirement for current and future DGCX products and develop plans to engage potential members, across all relevant member sectors and industry within MENA.
·       Physically visit members every quarter in the respective region.
·       Active portfolio management- analyse why inactive members are not trading and identify strategies to engage these members, or place them into a dormant status.
·       Ensure that membership complaints are satisfactorily resolved and the resolution is communicated to the member in a timely and appropriate manner.
·       Proactively communicate with members to resolve membership and trading concerns or issues.
·       Manage specific agreements, such as VDA or LP contracts, as required and ensure it is recorded centrally as per the internal process.

CRM Update

·       Maintaining all relevant Business Development data for members and potential members within the region of responsibility.
·       Ensuring account history is accurately updated.
·       Implement new systems for task management such as Bitrix or other CRMS software.

Initiate at least one member workshop or event per quarter as part of member engagement program

·       Keeping members informed of DGCX product and service offerings.
·       Communicating with all active members at least on a monthly basis.
·       Preparation of written briefing material for both internal and external audiences in coordination with marketing & Corporate Communications. ​​​​​

Deliver membership and volume targets as given in annual BSC

·       BSC targets

Qualifications

·       Bachelors degree, preferably in financial subject from leading university

Experience

·       Minimum of 10 years in financial services sales function with banks/ Financial firms / Exchnages
·       Ideally 5years in derivatives exchange industry experience 
·       B2B relationship management experience

Knowledge

·       Financial services industry knowledge, ideally derivatives exchange focused but strong understanding of capital markets and buy and sell side drivers
·       Knowledge of the industry regulatory environment, specific for UAE and general global knowledge
·       A high level of understanding in derivatives and member business models is required for this role

Skills

·       Excellent Communication and Presentation Skills, both verbal and written
·       Excellent interpersonal skills
·       Negotiation and sales skills
·       Team building skills
·       Effective research, analysis and planning skills - especially segmentation
·       Fluency in English is essential, and a second language is preferred

Traits

·       Customer focus
·       Results driven 
·       High integrity
·       Willing to learn - open to new ideas
·       Supportive, team player

Competency

·       Excellent relationship management, interpersonal and networking skills
·       Strong Derivative product knowledge
·       Outstanding Communication skills, both verbal and written