This is an appointment in IHSMarkit’s Tokyo Corporate Actions Sales Team with responsibility for selling our MCA solution.
This position will be in Tokyo and will also liaise with counterparts in the other major financial centers. The successful candidate will have experience in financial markets, direct selling, account management and / or the ability to manage complex relationships.
Candidate must have a proven, consistent delivery of results and can sell a managed service offering based on corporate actions.
Candidate must have a thorough understanding of the sales process, sales profession and the ability to connect market current events and business issues into our value proposition.
Candidate will have a developed sales drive, prospecting ability and customer focus while also being nimble and able to learn quickly when facing new situations.
Strong interpersonal skills are a must.
Duties & accountabilities
Generation of lead pipeline for new business and existing clients.
Maintain pipeline and generate management report (cold calls list, user list etc) from Salesforce.
Maintain communication with accounts by being in regular contact with key users and build a position of trust, respect and openness with the view to generate new business.
Listen and identify the client’s needs and feedback any cross selling opportunities to relevant product line Sales team.
Proactively look for Sales referrals from existing accounts.
Take ownership of client issues with the help of the product and operations teams.
Delegate non $ opportunity related activities (billing, initial and on-going client set up and training, admin duties around contracts etc) to relevant support teams.
Act as a point person for your allocated product providing understanding of clients, technical information, product characteristics, coaching Sales peers in terms of Sales USPs and pre- sales questioning etc.
Active participation in Sales Conferences / Special Events sales collateral production, client entertainment; association memberships.
It is expected that you will help drive these activities for their product line to maximize sales revenue and retention
Education and experience
Years of experience 5-9
Broad based experience with another market data vendor or bank with exposure to managing complex relationships and / or process’s
Knowledge and experience of corporate actions
Strong written and verbal communication skills
Strong inter-personal and influencing skills
Key requirement of managing complex relationships towards the main objective of increasing revenue streams year-on-year in line with the account plan
Ability to inspire and influence peers and colleagues across the firm through industry expertise and excellence in all aspects of communication and leadership
Must be able to manage senior level meetings
Good communication skills both written and verbal required for complex commercial and business discussions
Needs to build internal relationships as well as external ones. Important to have the confidence of product managers and other salespeople.
Team player and willing to progress in a rapidly changing environment