Posted on :
23 Jan, 2011
23 Jan, 2011
The purpose of the role is to acquire new corporate customers to use the FX products and services offered by Investec Plc. This would be done by articulating the value proposition with the aid of marketing and collateral support.
Description of role and key responsibilities
The purpose of the role is to acquire new corporate customers to use the FX products and services offered by Investec plc. This would be done by articulating the value proposition with the aid of marketing and collateral support.
1. Acquire New Business to meet set targets
Generate own leads and convert to a client; Visit generated leads with the intention of acquiring their business.
Visit all clients before clients set up
Tailor conversation and value proposition to the relevant business contact and decision makers
Ensure new business is only acquired within defined territory.
Business networking and relationship building
Know value proposition and objection handling.
2. Understand Aligned Industry:
Ensure that you know and understand the industry you are aligned to; then map our treasury products with their industry risks and concerns. Align value proposition to the industry.
Attract clients by attending industry related trade shows; clearly articulate the value proposition in the client’s language. Ascertain what does it mean to them?
3. Assist with the account set up:
Ensure the account has a suitable (for both the client and the Bank) trading and credit limit.
Ensure all relevant information is input into the CRM system.
Ensure all “know your client” (KYC) information is correct and up to date.
Hand hold the client with their first few deals ensuring that the client is happy and comfortable with dealing with Investec.
4. Maintain client relationship for their first year:
In the first year, the principle account relationship will migrate over time from the field sales person to the dealer and account manager. It is important that the sales person maintains a strong and fluid relationship with this client
Assist in handover of relationship after the year.
Core Skills and Knowledge
Proven sales and marketing experience both face to face and over the phone
Highly professional and articulate. Ability to communicate with senior management / business owners
Proven communication and listening skills
Motivated self starter with good time management skills
Proven presentation skills and competent computer skills
Ability to learn new concepts and product knowledge
Ability to articulate these concepts / products in the client’s industry language
Any other attributes that would be helpful, but not essential for the role.
Educated to degree level or equivalent
Ability to work to set targets
Ability to articulate simply without using jargon
Basic FX market and product knowledge
Basic regulatory understanding