About the Role
The Director, Institutional Sales (MENA), will play a crucial role in establishing relationships and promoting the company's products and services to various client segments within the MENA region, particularly focusing on Buyside and Sellside clients. The product scope is specifically centered on the company’s Futures and Option complex, excluding cash businesses such as EBS and Brokertec. This position involves close collaboration with the Head of MEA, the broader EMEA Sales team, and SMEs throughout the company, with the primary objective of referring new clients across all asset classes from the MENA region.
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Key Responsibilities
- Foster new client relationships across key client segments to identify opportunities to increase the use of the company's Futures & Option products across all asset classes, including creating and executing account plans for existing and prospective accounts for new referrals business.
- Offer Future & Options product and services education to current and new customers, collaborating with BLM and other SMEs within the company to maximize potential opportunities.
- Accountable for developing and executing segment-specific sales strategies, utilizing the company’s CRM system to record and track contacts and effectively coordinating internal efforts with the segments.
- Promote the company's wide range of products, flexible clearing services, superior trading technology, liquidity, and cost efficiency (including Clearport Services) to clients, along with providing education at relevant regional industry expos, conferences, and industry associations.
- Work with the Head of MEA, Marketing, and other company services to introduce and educate clients on the company's products and services.
- Responsible for meeting or exceeding pre-defined KPIs, such as Call Reports, number of client meetings, and ‘Wins’. Effective sales pipeline management is critical to this role.
- Collaborate with company colleagues (e.g., CD&S and BLM) to ensure seamless cross-border coverage of clients trading in multiple regions.
Qualifications, Skills and Expertise:
- Broad knowledge of listed derivatives and Clearing, including financial and commodity derivatives.
- Knowledge of Salesforce CRM system or alternative CRM solutions.
- Experience living and working abroad.
- Experience managing large regional accounts.
- Proven track record in lead generation, conversion, and account development/growth for new referrals.
- Knowledge of Market Data or company Direct (or similar trading platforms) is a plus.
At the company, we embrace our employees' unique experiences and skills to ensure that everyone’s perspectives are acknowledged and valued. As an equal-opportunity employer, we consider all potential employees without regard to any protected characteristic.
