Commercial Manager - VP Sales

Commercial Manager, VP Sales (Talent Pipeline)
Sarasota, Florida

Hybrid Role 

Please note this is a talent pipeline for future roles with NDR.

The Role

In this role you will primarily be responsible for bringing in new subscription client relationships for NDR in the United States. You will also assist in opportunity origination (commissioned) for NDR’s model portfolio solutions team.

You will be based in NDR head office in Sarasota, Florida where NDR’s strategists, client service, technology and the majority of executive team are based.

You will focus on origination, prospecting, pipeline management and execution of new client accounts.

During the sales process you will be responsible for introducing the product offering, assessing viability for trial access, conducting prospect platform teach-ins, leveraging strategists and product specialists to drive prospect engagement, opportunity management, opportunity negotiation and opportunity execution.  

Working alongside the Account Managers with coverage in your territory, the NDR Product specialist, NDR Sales, the marketing team and the client service team, here is what a typical day could look like:

• You will spend time prospecting for new accounts, both through direct outreach, marketing driven campaigns and event attendance.
• You will manage your existing pipeline of opportunities, ensuring they are engaged in the product, highlighting the platform content that is most relevant to the clients needs.
• You will ensure you have all key client stakeholders involved in each opportunity process. 
• You will assist your prospects in customizing the NDR platform offering (favorites list, alert imposition) to best suit their needs.
• You will manage your portfolio of opportunities and ensure you are effectively transitioning the opportunities through the opportunity funnel.
• You will create client urgency and move opportunities toward opportunity execution to ensure optimal sales conversation.
• Post-sale, you will either pass the opportunity onto the account manager, or continue to manage the opportunity with a view to expanding and upselling into the client account.
• Together with the Account Manager for your territory, you will develop and implement business development plans, in order to grow NDR’s client relationships in your territory.
• You will be expected to autonomously manage the sales engagement and renewals cycle within your region.
• You will also be expected to work closely with the Marketing team to maximize engagement and upsell opportunities.

Experience Required:

• At least 5+ years’ experience as a commercial sales team member in an research subscription sales environment
• Familiarity navigating CRM systems
• A proven track record of using consultative sales techniques and commercial management strategies to influence, negotiate, gain commitment, and develop relationships with senior investment professionals.
• An understanding of the different types of institutional investors and their respective research needs.
• A good understanding and interest in global macro-economics, strategy and investment.
• Good to have: strong existing relationships with senior market-side professionals in investment banks, institutional money managers, hedge funds, private banks and pension funds in your territory.

Nice to have:

• CFA or other professional designations
• Existing client base of institutional investors in the United States

We offer a competitive compensation package which empowers our employees to thrive both professionally and personally. Our benefits package includes medical, dental and vision coverage, 401K retirement plan, flexible work arrangements, vacation time & paid holidays, tuition reimbursement & learning resources. In addition to the base salary, the total compensation for this role includes a generous commission structure administered at the sole discretion of the Company.