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