Sr. Sales Executive, ANZ
IHS Markit (NASDAQ: INFO) is the leading source of information and insight in pivotal areas that shape today’s business landscape: Finance, energy, economics, geopolitical risk, sustainability and supply chain management. Businesses and governments around the globe rely on our comprehensive content, expert independent analysis and flexible delivery methods to make high-impact decisions and develop strategies with speed and confidence. IHS Markit is headquartered in London. Trusted by clients for more than 50 years, IHS Markit employs more than 14,000 people in 31 countries. We serve 80 percent of the Global Fortune 500 as well as businesses and governments in 165 countries.
General Job Duties:
+ Establish and maintain executive level relationships in major functional areas of the customer organization. Utilize the relationships to develop strong revenue growth initiatives for all Maritime and Trade products as well as retain our existing business within the account.
+ Manage a select number of key accounts & develop/execute business development strategies for Australia / New Zealand.
+ Work closely with other IHSM business verticals on synergy opportunities/accounts.
+ Follow and execute a structured solution sales process for revenue growth and prospecting. Able to uncover new revenue opportunities within an account based on the understanding of the works flows and strategies being deployed within the accounts.
+ Develop knowledge and thorough understanding of all products and services and apply knowledge to provide appropriate recommendations/solutions that meets their business requirements.
+ Achieve net new revenue growth targets and maximize retention capabilities within accounts.
+ Introduce new products and services within the territory. Generate and deliver compelling sales proposals to customers.
Specific Job Duties:
+ New business generation will be vital in this role. The ability to generate and identify potential customers as well as understand the customers workflow to identify a client’s needs will be essential
+ Manage renewal sales process for existing customer base, including setting of expectations, changing needs assessments, negotiating contracts and processing of contracts via relevant internal systems
+ Prepare and execute strategic account plans.
+ Follow up on all inbound client inquiries to uncover new and expanding opportunities within client base
+ Maintain consistent and ongoing contact with end-users and decision makers
+ Prospect, present to, and close on new sales opportunities within client base & new logo’s
+ Accurately forecast expected sales and cancellations to Line Manager on a daily/monthly basis
+ Provide ongoing product feedback from clients to Line Manager and Product Managers
+ Maintain awareness of, and participate in all relevant training for, new products and capabilities, and market them to account base/prospects
+ Bachelor’s degree in commerce, business, or international trade. Any equivalent combination of experience and education could be considered.
+ 4-6 years sales experience in information/analytical/consultancy related business is required.
+ Working under high pressure and demanding environment.
+ Excellent communication skills with customer and internal organization verbally and written is essential.
+ Understand key sales process and account management.
+ Ability to sell complex bespoke solutions.
+ Connect customer values and products/services.
+ Self-driven and motivated for learning new things.
+ SPIN selling or comparable sales course desirable.
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).
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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.