Sales Manager

Location: London or New York

Duration: Permanent, full-time

Salary: Competitive, plus benefits

Hours: 35 hours per week

Job Purpose

The Sales Manager is part of a growing team tasked with expanding the organisation’s commercial relationships with companies, investors, accounting firms, consultants, law firms, corporate reporting software firms, and corporate consultants.

The role is responsible for selling a set of products as well as providing input into strategies to reach and respond to prospective client firms that can benefit from using the product lines under the Sales Manager’s responsibility.

The Sales Manager will be working closely with many types of organisations to identify solutions that IFRS Foundation products can provide.

Principal accountabilities

Prospecting

• Contribute to the development of an enterprise sales strategy by understanding every angle of how the assigned product line could benefit potential customers and identifying the right audiences to reach out to.
• Implement the strategy while communicating clearly, accurately, and convincingly about IFRS Foundation offerings.
• Respond to and follow up on inbound inquiries (which historically provide the majority of prospects).
• Identify and escalate high-value deals as opportunities arise.
• Research key market segments and individual organisations, including key decision makers within those organisations, to identify potential clients for IFRS Foundation offerings.
• Identify sales leads and leverage available networks to secure an introduction (IFRS Foundation networks, board members’ networks, and/or your own network).
• Surface ideas for improvements to enhance prospecting.
• Schedule and plan calls/meetings with prospects and, as relevant, organise events that support the enterprise sales strategy.

Relationship Building and Contract Negotiation Management

• Connect with prospects, build trust, and learn their needs—connecting them with appropriate solutions offered by the IFRS Foundation to solve those needs (if an appropriate solution exists).
• Coordinate with client’s business team and vendor management, and IFRS Foundation stakeholders to finalise orders and support contract negotiation when necessary.
• Work with Sales Operations team to ensure contract negotiations are handled efficiently and effectively.

Education and Marketing

• Stay updated on current market trends, reporting requirements, and business views on sustainability and accounting practices.
• Draft copy in conjunction with marketing team to inform strategic and recurring outbound outreach to key stakeholders and market segments.
• Customise existing presentation and marketing materials to promote key aspects of the IFRS Foundation’s value proposition to relevant audiences.
• Support the development of thought leadership and creation of white papers.

Operational Management, Data Analytics and Reporting

• Manage existing processes in Salesforce to ensure good record-keeping on contact information for prospective organisational clients.
• Maintain accurate records of sales (prospective and closed) in Salesforce and routinely review data accuracy and completion.
• Ensure that all reporting requirements and communication progress reports are delivered to stakeholders in a timely and accurate manner.

Qualifications And Experience

• Proven professional experience with demonstrated skills relevant to business development.
• Experience with B2B/enterprise sales process preferred, with priority given to business development experience with large and mid-sized publicly listed companies around the world.
• Familiarity with ESG and sustainability a plus; if not, a strong desire to learn is critical.
• Experience with Salesforce or other CRM System.
• Strong process orientation; able to identify and implement improvements.
• Strong prospecting experience.
• Competency with Microsoft Office, including PowerPoint (preferred).

Skills and attributes

• Commitment to the mission of the IFRS Foundation.
• Enthusiasm and comfort in fast-changing conditions—flexibility is important.
• Ambitious, curious and invested in your personal development.
• Positive and proactive approach to problem-solving, bringing innovative solutions, to help the IFRS Foundation test, learn, and achieve what’s never been done before.
• You embrace a solution-selling mindset and approach to prospective clients.
• Rigorous in maintaining relationships and keeping systems up to date.
• Strong communication skills, prioritising clarity and conciseness.
• Tremendous organisational skills and attention to detail.
• Service-oriented and strategic mindset, with the ability to prioritise and manage many tasks simultaneously.
• Execution-oriented, able to get tasks and projects done quickly while maintaining excellent quality.
• Strong process orientation; able to identify and implement improvements.
• Familiarity with ESG and sustainability a plus; if not, a strong desire to learn is critical.

Please note that while we have a closing date for this application, we reserve the right to interview candidates and potentially close the role early should we find a suitable candidate before the closing date

Help shape the future of reporting for global financial markets

The IFRS Foundation is a public interest, not-for profit organisation that sets corporate reporting standards for the capital markets globally. IFRS Accounting Standards are required for use by more than 140 countries whilst IFRS Sustainability Disclosure Standards are rapidly becoming the global baseline for sustainability disclosures worldwide.

We are a highly diverse and inclusive organisation. Our 350+ staff come from more than 45+ different countries and are united in supporting the mission of the Foundation to bring transparency, accountability and efficiency to capital markets worldwide. With offices in London, Frankfurt, Montreal, Tokyo, Beijing and San Francisco, the Foundation is truly a global standard-setter.