B2b Sales Executive (corporate Premier Team)

Corporate premier sales executives are responsible for the generation of new business relationships for our corporate premier FX dealing services with responsibility for all pre-trade (sales) and account opening (post close) activity.

The role involves building and developing a client prospect database using SalesLogix CRM from which introductory and follow-up sales activities can be scheduled. Sales executives are responsible for identifying corporate clients with FX exposures in excess of £1m+ per annum and conducting a detailed fact-find and qualification process in order to qualify clients for HiFX services. Sales executives are responsible for taking prospects through the sales cycle and booking qualified appointments (where required) for our field sales team to meet and close new client accounts.

The role is extensively telesales based (e.g. 60-100 calls outbound per day) with key activities focused on targeting decision makers within prospect companies at executive level (i.e. Finance Managers, Finance Directors, Chief Financial Officers and Managing Directors) to obtain a detailed understanding of the prospect’s current suppliers and processes for executing international payments and managing currency risk.

Post meeting, sales executives are responsible for handling any client objections and work closely with the internal compliance team in order to complete KYC checks and anti-money laundering checks before opening dealing facilities for new clients.

Key Responsibilities:

Lead Sourcing

• Responsible for identifying relevant business sectors with foreign exchange exposure;
• Conducting sales research on prospective business sectors and industries (e.g. Google search, Web based Trade Association databases etc.) to obtain key contact data;
• Identifying prospective leads via internal SalesLogix CRM and CORPFIN financial database/s.

Prospect Database Management

• Build, maintain and develop an accurate sales prospect pipeline using SalesLogix CRM database to manage prospecting activity;
• Ensure all prospect contact is input into SalesLogix CRM;
• Provide Sales Manager with timely updates for prospect pipeline and forecasted new business expected from customer prospect sales pipeline.

Business Development

• Conduct introductory calls (initial fact-find / qualification) to sales prospects in order to identify key decision maker(s) and their approach to managing and executing international payments with particular focus on mechanics for current currency purchases, company FX policy, FX hedging strategies;
• Detailed fact find will include investigation into prospect’s currency pairs traded, payment methods, current currency providers (e.g. banks/brokers/parent company), frequency of payments, typical transaction sizes, transaction methods (e.g. spot / forward) and ability to forecast payments required;
• Provide relevant sales & marketing communications and literature to sales prospects;
• Conduct follow-up sales activity (i.e. re-qualifying prospects) in order to establish a genuine requirement to benefit from HiFX’s services;
• Ensure prospects understand features, advantages and benefits of premier dealing service proposition;
• Where appropriate, organise and manage free currency audit on behalf of prospects;
• Complete post-currency audit calls to book qualified appointments for field sales team to meet with prospective customers;
• Assist field sales team where relevant with closure of new business;

Account Opening Administration

• Conduct all account opening administration required to open new dealing facility;
• Liaise with internal compliance team to assist with pre-trade due-diligence process (KYC/AML);
• Liaise with credit team where required for new customers requiring margin free dealing facilities.

Product Knowledge

Sales executives must have detailed knowledge of:

• Corporate Premier Services – defined as clients who fall into the category of being an SME with FD responsible for FX/ international payments within a non-treasury environment predominately vanilla FX requirements (i.e. spot / forward currency purchasing requirements)

Skills and Experience Required

To be successful in this role, you will have previous B2B cold calling experience in a challenging environment. You will be tenacious, self motivated and driven to exceed targets. Previous FX experience is not essential as full training will be provided, however an interest in FX is helpful.