Senior Sales Manager

Job Description

Job title: Senior Sales Manager

Company: Brown Brothers Harriman

Job description: At BBH we value diverse backgrounds, so if your experience looks a little different from what we’ve outlined and you think you can bring value to the role, we will still welcome your application!

What You Can Expect At BBH:

If you join BBH you will find a collaborative environment that enables you to step outside your role to add value wherever you can. You will have direct access to clients, information and experts across all business areas around the world. BBH will provide you with opportunities to grow your expertise, take on new challenges, and reinvent yourself—without leaving the firm. We encourage a culture of inclusion that values each employee’s unique perspective. We provide a high-quality benefits program emphasizing good health, financial security, and peace of mind. Ultimately we want you to have rewarding work with the flexibility to enjoy personal and family experiences at every career stage. Our BBH Cares program offers volunteer opportunities to give back to your community and help transform the lives of others.

As a Senior Sales Manager you will play a lead role in ensuring BBH relationship excellence and new business development. You will build and execute a sales strategy for territory, with both existing clients and new prospects, based on broad industry, product and client insights. Additionally, you will work at the most senior levels of client prospects and existing client organizations to ensure satisfaction with current BBH products and services while maximizing profitability and increasing product breadth with clients. For this senior position, a greater degree of experience and expertise is required for developing a strategic and innovative new business strategy.

Key Role Responsibilities

Sales

Build a pipeline of qualified prospects, based on strong commercial insights on trends in the industry, regulatory changes and client investment strategy.

Focus on sales opportunities within the Asset Management Industry

Identify and build strong relationships with all key decision makers in the prospect organisation (including at C-Level).

Focus decision-makers on BBH product and service by providing strong commercial insights on problems or opportunities for their business, for which BBH can provide solutions.

Present the service offering to identified prospects at the highest level, tailoring the messaging to client need and opportunity

Establish the organization as the strategic partner of choice

Assist the team focusing on key prospects

Support the total sales process for resulting sales campaigns (from first meeting through to contract signing)

Co-ordination of formal tenders, RFI and RFP’s, leading the submission responses, maintaining high standards of professionalism and to required deadlines

Maintain appropriate CRM records of all prospecting and sales activity in the internal system

Maintain strong relationships with key client contacts throughout the pre-sales and post-sales implementation process, prior to handover to Relationship Management team

Contribute to the segment strategy development process and assist team to execute on that strategy

Planning and Strategy

Develop and maintain detailed sales account plans and RE analysis for individual clients and prospects.

Monitor development and progress against sales plans for clients/prospects and RE action steps.

Develop strategic business relationships with top level executives of client/prospect organizations.

Monitor and track clients and potential clients by developing an in-depth knowledge of their 1, 3, and 5-year business strategy, key imperatives, organizational changes and related activities.

Actively track and communicate client and market intelligence back to appropriate BBH resources and colleagues.

Product Knowledge

Develop in-depth product knowledge of BBH’s core products and services.

Develop skill sets to deliver our products and services in as part of an insight led sales model.

Collaboration

Collaborate across the firm (including with Client Service Managers), to build an integrated client and product sales plan, leverage insights on client activity and “pain points”

Collaborate with Marketing and HR to support building insight-led sales capability and supporting materials.

Develop collaborative relationships across product and offices via the “deal team” process to position BBH for success with the Top Opportunity names.

Education and experience required

Successful recent track record of managing complex sales processes

Strong understanding of Asset Management Market

Understands and can describe the full spectrum of major products including custody / fund accounting / transfer agency / securities lending / foreign exchange etc

Excellent client-facing skills and presentation skills

Knowledge of the regulatory environment and other external market forces impacting the asset management industry

Consultative, strategic sales experience, approach and methodology

A credible executive able to gain the confidence and trust at the highest levels within our industry

Promotes desired culture and associated best practices:

Ability to successfully operate within a team

Experience and evidence of executing an Insight-Led Sales Strategy

Experience of deploying technology to support sales activity (including CRM and knowledge management tools)

Knowledge and skills required

Global custody product knowledge; Cross product knowledge a plus.

Communication skills with demonstrated presentation skills and excellent writing ability (writing sample required).

Proven negotiation skills.

Professional business acumen; Ability to interact in a professional manner at all levels, both internally and externally to BBH.

Detail oriented with proven ability to see open issues to resolution

Expected salary:

Location: London

Job date: Thu, 11 Jan 2024 06:06:28 GMT

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