Job Description

Sales Americas

CLS helps clients navigate the changing FX marketplace – reducing risk and creating efficiencies. Our extensive network and deep market intelligence enable CLS specialists to lead the development of standardized solutions to real market problems. Our innovative, forward-looking products make the trading process faster, easier, safer

and more cost-effective – empowering our clients’ success.

Functional title

Sales - Americas

Location

New York

Level

3

Report to

Head of Global Sales

Department

Sales

No. of direct reports

N/A

Job purpose

You will be responsible for leading a region within the Americas, covering existing and prospect clients across all relevant sectors to CLS: Banks, Asset Managers, Corporations and NBFIs.

You will help to expand, manage and nurture client and prospect relationships and product sales as part of the Americas team.

You will be a prime point of contact for some of the largest and most strategically important relationships in the region including settlement members and other key market participants.

You will focus on developing and broadening CLS member engagement at relevant stakeholder business level adding value to our Members with input and updates across all FX related disciplines/departments.

You will be integral in expanding CLS product reach by growing third party business, expanding Settlement Member participation, CLSNet usage and participation, CLSMarketData sales and other Processing and Settlement solutions both to existing, and prospective clients.

Essential Function / major duties and responsibilities of the job

Strategic

·         Mapping and driving senior relationships within Members and other strategic clients. Ability to leverage CLS executives and deploy SME’s effectively in order to build the relationship and strengthen the engagement. Work to add value to our clients whilst producing results that align to our corporate objectives.

·         Define and drive account reviews as part of a global team and implement plans to ensure broad and deep relationships are developed, valued and retained.

·         Have a clear in-depth understanding of the client’s FX businesses in order to work to expand and maximise use of CLS products and provide feedback from client engagements to relevant CLS stakeholders to assist in development and enhancement of CLS product suite.

·         Ability to digest changes in market structure and/or regulation and translate this information into tools for promoting CLS products.

Operational

·         Build relationships across your designated territories with existing and prospect clients to broaden participation in CLS product suite.

·         Focus on building out a comprehensive sustainable pipeline, this includes a focus on new business sales.

·         Develop and execute a regional client engagement program in junction with the global program that actively positions CLS at critical levels within member organizations.  This program also facilitates and drives discussions that inform CLS about bank, market and industry developments and supports product development.

·         Feedback market and regional activity and intel to global head, CLS executive management and product management to ensure understanding of market, member and client drivers and impacts or potential issues for CLS.

Leadership

You are the leader of your client region:

·         Promote and represent CLS at market events and industry forums.

·         Deliver presentations where opportunities arise.

·         Demonstrate networking capability within the market measured by understanding and intelligence on issues/drivers. 

·         Seek out opportunities to promote CLS working with sales management and marketing through industry publications and marketing initiatives that are beneficial to your region.

Experience / essential and desired for successful job performance

·         Prior sales experience, 3-5 years minimum, preferably with some vendor sales experience

Knowledge, skills and abilities / competencies required for successful job performance

·         Broad knowledge of the Foreign Exchange business

·         Strong organizational and coordination skills

·         Ability to develop and maintain internal/external relationships

·         Excellent communication skills

·         Motivation and resilience to engage in new business sales both within existing clients and cold prospects

·         Confidence to pitch to a wide variety of people from different backgrounds, for example: regionally/horizontally across different departments/vertically across different seniority

Success factors / ‘How’. Personal characteristics contributing to an individual’s ability to excel in the position

·         Ability to learn rapidly

·         Excellent organizational skills and attention to detail

·         Eagerness to share skills and knowledge within the team

·         Positive outlook and eagerness to learn

·         Excel at working within a team

·         Keen to succeed and goal orientated

·         Creativity and persistence