Description : Position summary
This role will have responsibility for initially promoting IHS Markit’s Equities themed products and services including MSF, Research Signals, Dividend Forecasting and TCA with a view to expand across the equity suite of products.
This position will be located in Tokyo, Japan and the candidate will also liaise with counterparts in the other major financial centers.
The successful candidate will have broad experience in financial markets, direct selling, account management and the ability to manage complex relationships, along with a proven track record of managing sales people and specialists
Candidate must have a proven track record and have the ability to sell a broad-based Equity product suite. Candidate must also be able to cross sell Markit’s entire suite of products
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 Equity 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 Japanese financial institutions based in Mumbai.
Equity Market knowledge is highly desirable
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
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 required.
Works collaboratively with others to achieve group goals and objectives.
Team player and willing to progress in a rapidly changing environment
It is the policy of IHS Markit to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and / or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law.
In addition, IHS Markit will provide reasonable accommodations for qualified individuals with disabilities. We maintain a drug-
free workplace. For candidates in the US, we are a participant in E-Verify (see link below).