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JobDescription : Responsible for seeking and building high level relationships through driving net sales and growth for core, large and/or complex contracts. Delivers customer value by building a sound enterprise strategy and solution for a multi-million dollar bank of business.
Meets and exceed revenue quota through the management and execution of the sales process
Employs consultative sales techniques to manage renewals, generate new opportunities and drive bank of business growth
Increase sales of new and non-benchmark services to new and existing users, divisions and locations
Negotiate and implement enterprise licenses capturing all usage that align to customer business requirements while ensuring full attention to retention of existing business
Establish and maintain good rapport with senior contacts across key divisions and regions
High level customer facing presentations and new product development discussions in regional languages
Regular, structured and meaningful client interactions as part of the account planning including:
Meetings with high-level stakeholders Constant engagement with operations and procurement departments Facilitation of editorial/product/management engagements with key stakeholders
Owns commercial strategy component of account plan to ultimately implement commercial agreements that enable Platts revenue growth, increase usage of Platts content and improve the relationship/partnership while providing greater value for our customers
Develops comprehensive customer centric account sales strategy/ plan that considers the big picture
Leverages the knowledge built on clients and input provided from relationship managers, business development analysts and key stakeholders from other functions
Account plan established in collaboration with customer and key stakeholders to ensure alignment with client needs and corporate strategy
Regular updates of account plan
Ensures plan content includes key metrics and milestones, short-medium-long term objectives, highlights goals achieved
Leverage the synergies of the franchise to provide comprehensive, unique solution to our clients
Monthly activity reporting with feedback on client and market developments that are business impacting
Regular and transparent plan updates
Ensures all leads opportunities, activities, contacts, explicit needs, advances, streak analysis, buying cycle status are captured.
Ensure all activities are captured in CRM system with help of BDA and administrator
Collect and provide updates to senior management and diverse departments at Platts including product development and the general management team in order to improve our presence in the region.
Facilitate the team's understanding of internal procedures including:
Adhering to corporate operating principles Internal systems utilization Maximizing and leveraging of resources Cooperation with different internal departments Improvement of sales techniques and strategies Qualifications
Consultative sales and negotiation skills experience, high integrity hunter adept at all phases of the selling cycle from need creation, proposal preparation, negotiation to deal closure
Strong business acumen, sharp financial analytical mind
Strategic planning and execution, able to execute against a well thought out and transparent plan
Excellent communication and presentation (verbal/ written) skills, adds value to the relationship by distilling, summarizing, interpreting and communicating information to facilitate its usefulness
Proven leadership in managing multi-national, global and/or strategic accounts, multi-cultural awareness.
Proven ability to thrive and excel in a fast-paced dynamic environment with high performance expectations
Ability to travel frequently, work long hours.
Experience of successful sales experience managing major or complex accounts preferably in commodity or financial information provider. Experience in a strategic sales global role.