IHS Markit Associate Director Sales/Business Development in Hong Kong, Hong Kong

Department overview:

Sales specialist is a key function within IHS Markit with responsibility for client-facing activity including all aspects of business development for its specialist product line and region. The primary focus is placed on new business sales, renewing of existing business and enabling the roll-out of new products and services.

Position summary

This role will have responsibility for promoting the IHS Markit fixed income pricing, valuations, reference data and fixed income index suite of services across Hong Kong and Taiwan. 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

Education and Experience:

  • 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 Hong Kong and/or Taiwan financial institutions

  • Fixed income, Indices and/or OTC derivative knowledge is required

  • Strong inter-personal and influencing skills

  • Strong organisational 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

  • Advanced working knowledge of Microsoft Office programmes; Outlook / Word / Excel / Powerpoint

  • Knowledge of Salesforce is beneficial

Commercial Awareness

  • Able understand the end to end sales process and be comfortable and experienced in dealing with senior level negotiations

  • Able to demonstrate interest in staying abreast of industry developments

Management Requirements

  • Existing management experience or demonstrate the capability and motivation to take on greater management responsibility

  • Able to organise self and others including effective scheduling, prioritisation and time management skills with the ability to manage multiple tasks in parallel, completing tasks to tight deadlines.

  • Clearly establishes and communicates expectations and accountabilities

Personal Impact:

  • Must be credible and confident in a high pressure environment and be able to manage senior level meetings

  • Displays a resilient and adaptable style, track record of remaining calm in demanding circumstances, adjusting comfortably to changing conditions / priorities


  • Good communication skills both written and verbal required for complex commercial and business discussions

  • Fluency in English and Mandarin is essential

  • Fluency in Cantonese is highly desirable


  • Works collaboratively with others to achieve group goals and objectives.

  • Team player and willing to progress in a rapidly changing environment

We are proud to be an EEO/AA employer M/F/Disability/Veterans. Please refer to the EEO is the Law Poster & Supplement, Right to Work and Pay Transparency Policy. IHS Markit is a participant in E-Verify (see links below). We maintain a drug-free workplace and perform pre-employment drug testing.

EEO is the LawEEO is the Law SupplementRight to WorkPay Transparency PolicyE-Verify

Current ColleaguesIf you are currently a colleague with IHS Markit please apply internally via Workday.About IHS Markit

IHS Markit harnesses deep sources of information, analytics and expertise to forge solutions for the industries and markets that drive global economies. Our company partners with clients in business, finance and government to provide the unrivaled insights and perspectives that lead to well-informed, confident decisions. We call this The New Intelligence. IHS Markit serves more than 50,000 key customers in more than 140 countries, including 80 percent of the Fortune Global 500. We help decision makers apply higher-level thinking to daily tasks and strategic issues across a host of industries and disciplines including energy, finance, automotive, engineering, technology, maritime and trade, aerospace and defense, chemical, and economics and country risk.

Headquartered in London, IHS Markit (Nasdaq: INFO) is committed to sustainable, profitable growth.