VP, Account Management

Vice-President, Account Management

California, United States - Los Angeles, San Francisco, San Diego or surrounding areas

BCA (www.bcaresearch.com) is the leading independent provider of global investment research. Since 1949, BCA's mission has been to support its clients in making better investment decisions through the delivery of leading-edge analysis and forecasts of all the major asset classes and economies, as well as educating, informing and stimulating discussion through clear and thought-provoking research. The firm maintains a head office in Montreal, with offices in London, New York, San Francisco, Hong Kong, Sydney, Cape Town, and São Paulo.

About the Role

In this role you will be responsible for managing and growing BCA Research’s book of business. You will focus on existing client management of to ensure that they renew their annual subscriptions and identify and close upsell of additional products

Working alongside one of the Sales team, here is what a typical day could look like:

• You will manage BCA Research’s client relationship in your territory and key accounts. This will include talking to experienced investment professionals around our views and assist them in any research requests they may have.
• You will develop and implement business development plans, in order to grow BCA’s client relationships in your territory.
• You will be expected to autonomously manage the sales cycle from origination to execution in each of these regions. Marketing efforts to achieve this include networking, cold-calling and organizing group events, etc.
• Experience selling investment research – I would put this under required
• You will assist in signing-up attendees for the BCA Academy, BCA Research’s macro-strategy training programs, and for BCA Research’s annual investment conference

Measures of success

• Monthly up sales
• Retention rate of existing clients (number of relationships and value)
• New business sales in specific white space
• Activity (meetings/calls) within the territory

Experience Required:

• At least 5+ years’ experience as a sales team member in a research subscription sales environment
• Familiarity navigating CRM systems
• A proven track record of using consultative sales techniques and account management strategies to influence, negotiate, gain commitment, and develop relationships with senior investment professionals.
• An understanding of the different types of institutional investors and their respective research needs.
• A good understanding and interest in global macro-economist, strategy and investment.
• Strong existing relationships with senior investment professionals in investment banks, institutional money managers, hedge funds, private banks and pension funds in your territory.

Nice to have:

• CFA or other professional designations
• Existing client base of institutional investment managers
• Strong existing relationships with senior investment professionals in investment banks, institutional money managers, hedge funds, private banks and pension funds in your territory.