Account Executive, Business Development

  • Not Specified
  • Menlo Park, CA, USA
  • Permanent, Full time
  • E Trade Financial
  • 15 Feb 18 2018-02-15

THE COMPANY E*TRADE is a leading financial services company and a pioneer in the online brokerage industry. Having executed the first-ever electronic trade by an individual investor more than 30 years ago, the company has long been at the forefront of the digital revolution, offering


THE COMPANY

E*TRADE is a leading financial services company and a pioneer in the online brokerage industry. Having executed the first-ever electronic trade by an individual investor more than 30 years ago, the company has long been at the forefront of the digital revolution, offering easy-to-use solutions for individual investors and stock participants. Founded on the principle of innovation and determined to level the playing field for individual investors, E*TRADE delivers digital platforms, tools, and professional assistance to help investors and traders meet their near-and long-term investing goals. The Company provides these services both online and through its network of customer service representatives and financial consultants - over the phone at two national branches and in-person at 30 E*TRADE branches.

The Account Executive at E*TRADE Financial Corporate Services is responsible for creating and executing a business plan to target and close prospect opportunities in a designated geographic territory. Prospects may be developed through cold calling, following up on leads from marketing efforts, attending industry conferences or E*TRADE-sponsored events. The Account Executive is responsible for developing strong relationships with contacts across all relevant areas of corporate clients and prospect organizations, such as Human Resources, Corporate Benefits, Compliance and Finance.

To be successful, the Account Executive, with appropriate training, must be an expert in equity compensation plans and the E*TRADE equity compensation product and service model, and be able to clearly articulate the E*TRADE Corporate Services value proposition. Account Executives must possess strong listening skills, be able to conduct meetings to uncover client needs and work with colleagues at E*TRADE to find a solution to meet those needs. Account Executives must also have strong negotiation skills and be adept at closing new contracts or extending/broadening existing client contracts at profitable price points in line with the firm's pricing policy.

The sales management aspect of the role may include performing product demonstrations, explaining our service model and the implementation/migration process. Account Executives are also expected to travel to client sites, attend industry and E*TRADE-sponsored client events, and entertain clients as part of the normal course of client coverage. Client contracts must be documented properly in our client relationship management system, Salesforce.com.

The Account Executive must operate in a manner that is consistent with the risk policies, procedures and guidelines established internally at E*TRADE Financial in addition to the external regulatory bank/brokerage environment. The Account Executive must be able to anticipate and proactively manage risk, escalating key issues as needed. This is accomplished by working with pertinent stakeholders to evaluate service and operational solutions, understanding the revenue and business model to ensure relevant contract and commission pricing, and understanding and effectively communicating the distinction between the corporate client relationship and the relationship that exists between E*TRADE Securities and the employee.

REQUIREMENTS

  • Work closely with Corporate Services Group colleagues and other internal partners/resources(Client Services, Participant Service, Executive Services, Implementation, Marketing, Product Development, Legal, etc) to ensure the successful roll-out and ongoing delivery of E*TRADE products and services to the client.

  • Effectively prospect within designated territory and be capable of providing a clear, compelling and articulate explanation of our business value proposition to prospective clients to close new business and increase E*TRADE's market share

  • Work closely with the Relationship Management team in the early stages of the sales cycle of a prospective client so that a strong relationship has been established prior to implementation go-live

  • Become the 'go-to' point of contact who has the best understanding of the client's overall needs and preference to facilitate every stage of the sales cycle coordinate sales process to provide the client with a seamless service experience by forging strong working relationships with colleagues in legal, compliance, clearing, operations, product and client services

  • Educate clients on the full outsourcing and partial outsourcing equity compensation administrative solutions we provide which include but are not limited to: ESPP- employee stock purchase plans, SOP - stock option plans, RSA - restricted stock award plans, RSU - restricted stock unit award plans, and SAR - stock appreciation rights

  • Partner effectively with E*TRADE Retail Branch representatives to educate clients and their employees on E*TRADE's retail service offerings such as investment and retirement planning

  • Develop key industry contacts that will assist in building effective relationships and support the close of sales

  • Utilize extensive business and industry knowledge to build long-term relationships and develop relevant strategic partner relationships that address their client's needs

  • Work to develop contacts with Industry Consultants and other centers of influence that can be leveraged to build relationships, renew clients, and close sales

  • Develop expert level of understanding of E*TRADE's Corporate Services Equity Edge Online product and various service models, as well as a strong understanding of the firm's broader capabilities by attending all necessary training sessions

  • Learn E*TRADE's client relationship management system, Salesforce.com, and leverage it weekly to maintain pipeline, client contact information and client meeting notes

    There is a travel component to this position 30-40%

    ETRRSR

    BENEFITS

    We offer a competitive and comprehensive benefits package. Please visit https://etradecareers.com/why-work-at-etrade/employee-benefits to learn more about the opportunities.

    E*TRADE Financial is an Equal Opportunity Employer who encourages diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sex, age, disability, citizenship, marital status, sexual orientation, gender identity, military or protected veteran status, or any other characteristic protected by applicable law.