Global Head of Sales

 

Sales Management

·       Lead outbound sales team to qualify and grow number of DGCX multinational member companies
·       Set activity and revenue targets for members of the sales team 
·       Work with sales team to develop regional business plans, including comprehensive competitive analysis to support revenue objectives
·       Manage sales pipeline and lifecycle for the respective regions
·       Provide monthly reporting on sales performance against budget
·       Contribute to implementation and ongoing development of Salesforce CRM (when available) to prioritise actions and track status of leads and renewals
·       Manage the entire value chain, suggest and implement any necessary improvements to the service level and/or product offering
·       Work closely with Product Development to design and deliver new contracts to the market. 
·       Keep regular and clear communication lines with direct reports as well as other managers across the DGCX Group
·       Produce regular reports covering effectiveness of sales initiatives in order to continuously improve productivity of marketing and sales efforts 
·       Contribute to the design of marketing campaigns, including specific programmes aimed at achieving the sales targets (such sector landing pages, sales kits, etc.) 
·       Identify and maintain list of industry events and conferences which are relevant to DGCX
·       Ensure a business evaluation and justification is submitted prior to sponsoring and/or attending industry events
·       Cooperate with private and government entities as well as key support entities to promote and raise awareness of DGCX’s product offerings
·       Post event reviews will be conducted to evaluate cost benefit/lead generation and follow-through
·       Ensure continual training and development of all members of the sales division
·       Keep Commercial Director fully briefed and up to date on performance and any serious issues
·       Work with Commercial Director on recruitment and selection for sales team (as required)

Client/Member

·       Expand existing business, forge new relationships and grow new business locally and globally
·       Work closely with the top tier members/prospects to develop innovative products
·       As a member directed exchange focus on sponsored products
·       Conduct member working groups semi-annually 
·       ​​​​​​​Host quarterly member forums
·       ​​​​​​​Ensure client concerns and constructive suggestions are distributed to senior management to aid in both client retention and growth
·       ​​​​​​​Arrange and participate in private roundtable discussions with senior industry figures to identify strategic opportunities internationally
·       ​​​​​​​Lead and participate in awareness raising events

Qualifications

·       Minimum of degree education, (Business/Economics) 

Experience

·       12 years’ experience in Business Development with a strong track record of building high-value relationships over time of which at least 5 years in Sales in a senior management position

·       A history of demonstrated quota achievement.

·       Strong and proven sales and management records

Knowledge

·       In-depth of high-technology services & support including high level customer care & Account Management
·       Strong computer skills, Excel, financial modelling, and presentation software
·       In-depth knowledge of the workflow of commodities & stock exchange business 

Skills

·       Strong communication and presentation skills, 
·       Ability to develop and present clear and concise analyses and recommendations to senior management. 
·       Apply strong financial analytics to solving business problems.
·       Excellent leadership and management skills

Competency

·       Delivery - Meeting and exceeding goals
·       Collaboration - With clients and internal/external stakeholders
·       Global - Coverage and consideration of different markets and client needs​​

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Analyst - Clearing and Risk

 

Clearing & Settlement

·       Undertake tasks defined in daily process schedule from pre-open through to the end of clearing, to include system checks, margin/collateral calls, bank transfers, clearing processing, compiling management information as required, and maintenance of all relevant static data.

Risk Management

·       Undertake daily risk management tasks, escalating where required.

Member Management

·       Respond to member queries in a timely and professional manner, and in accordance with relevant procedures.

·       Escalate issues to management.

·       Good working knowledge of Rules and relevant Notices to ensure accurate information provided to Members and other third parties.

Management Information

·       The ability to produce one-off reports highlighting particular trading patterns as required.

·       Produce management information as required to a high standard of accuracy.

Projects

·       Assist with those projects that directly impact upon Trading & Surveillance including, but not limited to, drafting business requirements, test cases, undertake internal testing and participate in external testing as appropriate.

Framework/Key Decision

·       EOS Clear: Manage Margin/Collateral management, bank transfers, clearing processing.

·       Trade flow: Manage physical deliveries as appropriate.

·       Active Risk: Undertake daily processes.

·       Billing System: Produce billing reports as required​.​​​

Qualifications

·       Graduate in Finance/Economics (CA, CPA, CFA, MBA, MA (Econ), BCOM,).

Experience

·       At least 2 years of experience preferably in an exchange/CCP environment.

Knowledge

·       Knowledge and exposure in multi asset trading environment and a cultural familiarity with the GCC region.

Skills

·       Strong computer skills. Good written communication skills.

Traits

·       Integrity, ability to work well under pressure, effectively multi-task and meet strict deadlines.

 

Please apply to careers@dgcx.ae.