Sales Executive

Role Purpose

The Sales Executive is in charge of growing profitable revenues with a portfolio of Calastone 'Strategic' and 'Growth' clients and having overall accountability for the execution of Calastone's client sales strategy.

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High Level Objectives

• Manage increases in client revenue with existing and additional specified product solutions.
• ldentify cross/up sell target for specified product solutions.
• Work in partnership with internal teams to become our clients' trusted business partners.
• Contribute to building the Calastone brand and franchise across the client base, industry participants and relevant bodies across Brazil.

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Key Responsibilities – External

• Accountable as the Calastone lead with product solutions for clients new business and sales activity, engaging across each client's key stakeholders.

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  Key Responsibilities – Internal

• Build & maintain concise Client Profile to drive a rigorous annual client strategy review with key Calastone executives and management.
• Accountable as the lead on the specific client strategy engaging key internal stakeholders in support.
• Accountable for the quality, accuracy & timeliness of defined client data on Salesforce.
• Provide accurate revenue forecasts monthly and annually.
• Develop strong and open working relationships with all internal stakeholders including Management, Sales & RM, Operations, Client Delivery, Marketing, Legal, Finance & Development.
• Provide up to date product and industry knowledge as well as organisational updates.
• Study industry news, data & trends to establish Calastone's market position.
• Execute client strategies in line with our new Sales & RM methodology and process.
• Identify areas of new business growth and present within our new Sales & RM process.
•  Identify and manage opportunities for networking across different industry groups to support the interests of Calastone customers.
• Strategically profile Calastone with clients on a regular basis in line with corporate messaging.
• Achieve deep understanding of each client's strategic priorities, goals, challenges and their expectations from a service provider.
• Connect 'high & wide' across the decision and influence centres within the client organization and fully grasp the political landscape in the client organisation.
• Deploy Calastone executives in a senior coverage capacity to enhance C-level connectivity.
• Understand our client specific competitive landscape and develop competitor counter-strategies.
• Maximise the impact to clients of Calastone thought leadership/industry insights.
• Seek to create a tangible client specific value proposition that is compelling & differentiating.
• Meter relationship and service efforts and resources according to the strategic and economic value to the organisation.
• Following appropriate training, be able to deliver basic product demonstrations to clients and prospects, showcasing Calastone's core capabilities.

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Required Knowledge & Experience

• Demonstrated success in sales management, engaging effectively with colleagues and clients across all levels — from operational teams to senior executives — within the funds industry.
• Experienced in developing and delivering sales and client strategies in collaboration with diverse internal stakeholders, ensuring operational and service excellence.
• Strong understanding of Calastone's business and the wider funds industry, including fund trading processes, the strategic objectives of key participants (such as distributors, fund managers, service providers, custodians, and market operators), and the relevant regulatory frameworks.

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Person Specification

• Builds strong and trusted relationships at all levels, from operational teams to senior executives.
• Proactive in identifying, developing, and securing new business opportunities.
• Demonstrates clear focus, organisation, and follow-through.
• Communicates effectively and confidently, with the presence to influence key decision-makers.
• Brings an entrepreneurial mindset while respecting and championing corporate discipline.
• Skilled in managing demonstrations across all Calastone products and services.
• Operates with honesty, integrity, and professionalism at all times.
• Articulate and able to communicate well in written and spoken Brazilian Portuguese and English.
• Competent in IT and comfortable using a range of digital tools.

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Competency Development

Committed to developing our collective capabilities in line with the new Sales and Relationship Management methodology and process, strengthening our skills in business insight, relationship agility, value creation, executive connectivity, political acumen, competitive awareness, and effective use of resources.

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Our commitment to Diversity and Inclusion

The company is committed to building a diverse, equitable, and inclusive workplace where all employees can thrive, contribute their best and achieve their full potential. We ensure that all recruitment, promotion, and reward decisions are capability-based without regard to protected characteristics. We want you to perform at your best in the recruitment process; if you require any reasonable adjustments for any part of the recruitment process, please let us know.