Associate Director/Director, Sales

  • Competitive
  • Singapore Singapore Singapore SG
  • Permanent, Full time
  • IHS Markit ..
  • 19 Apr 18 2018-04-19

This role will have responsibility for promoting the IHS Markit fixed income pricing, OTC derivatives, valuations and fixed income index suite of services across Singapore and other parts of South East Asia (SEA). This role will partner with IHS Markit account management teams to leverage distribution partnerships to win new business from financial institutions.

Duties & accountabilities:  

The candidate will work as the main driver of revenue acquisition across assigned accounts and product lines and will ensure that the business goals are achieved. The candidate will work within the fixed income pricing and valuation sales team and work closely with other sales & account managers, business development teams and data support teams. Specifically duties & responsibilities include: 

  • Generation of lead pipeline for new business and existing clients
  • Renewal of existing business within defined accounts
  • Reporting of actual vs. budgeted sales on a regular basis and accurate forecasting
  • Maintaining communication with accounts by being in regular contact with key users and building a position of trust, respect and openness with the view to generating new business 
  • Listen and identify the client’s needs and highlight any cross selling opportunities to relevant Sales specialist team. For multi-product opportunities, coordinate the relevant sales specialists to deliver the client solution 
  • Proactively seek sales referrals from existing accounts
  • Take ownership of client issues with the assistance of the data and business development teams 
  • Maintain pipeline and generate management reports (cold calls list, user list etc.) from Salesforce
  • Delegate non-revenue opportunity related activities (billing, initial and on-going client set up and training, contractual administration duties etc.) to relevant support teams 
  • Take responsibility for keeping IHS Markit products knowledge to a high standard for defined product area and to a referral standard for IHS Markit’s other product lines, remaining aware of developments
  • Act as a point person for allocated products providing support to clients, technical information, product characteristics, coaching sales peers in terms of sales USPs and pre sales questioning 
  • Actively participate and drive activities such as sales conferences and special events, sales collateral production, client entertainment, association memberships to maximize sales revenue and retention 

Business competencies:

  • Candidates are likely to be degree educated 
  • Candidates will have significant proven sales experience which will ideally have been gained from a data, financial software or banking background
  • Recent experience selling in to SEA financial institutions
  • Fixed income, Indices and/or OTC derivative knowledge is required
  • Strong inter-personal and influencing skills
  • Strong organizational skills with the ability to manage multiple sales in parallel whilst maintaining excellent attention to detail
  • Proven track record in generating own pipeline from cold calls
  • Ability to meet internal/external deadlines
  • Ability to listen, learn quickly and demonstrate initiative
  • Ability to present and negotiate with senior level management and manage complex sales process
  • Willingness to cover accounts within SEA region 
  • Advanced working knowledge of Microsoft Office programmes; Outlook / Word / Excel / Powerpoint 
  • Knowledge of Salesforce is beneficial