This role will have responsibility for selling the MarkitSERV suite of services across the Asean region. This role will partner product, account management and operational teams to drive distribution partnerships, win new business and renew existing business.
The Director will work as the main driver of revenue acquisition across assigned accounts and product lines and will ensure that the business goals are achieved. Prime focus is the FX and interest rates product sets.
Specific 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 business development and operational teams
Maintain pipeline and generate management reports (cold calls list, user
list etc.) from Salesforce
Delegate non-revenue opportunity related activities (billing, initial and ongoing
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
Education and experience
Fluent Mandarin
- Candidates are likely to be degree educated
Candidates will have significant proven sales experience ideally gained from a financial infrastructure provider
Solution-selling style and experience essential
Extensive experience selling to ASEAN clients
Knowledge of OTC derivative products and workflows is highly desired
- Working relationship with MAS, SGX, Bursa Malaysia and industry bodies like ISDA and ASIFMA highly desirable
Very 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 and other client acquisition techniques
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
Working knowledge of Microsoft Office programmes; Outlook / Word / Excel / Powerpoint
Knowledge of Salesforce is beneficial
Commercial awareness
Able to 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
Personal competencies
Must be credible and confident in a high pressure
environment and be able to manage senior level engagement
Displays a resilient and adaptable style, track record of remaining calm in demanding circumstances, adjusting comfortably to changing conditions / priorities
Communication
Excellent communication skills both written and verbal
required for complex commercial and business discussions
Fluency in English and Mandarin desirable.
Teamwork
Works collaboratively with others to achieve group goals and objectives.
Team player and willing to progress in a rapidly changing environmentInclusion and diversity are critical to the success of IHS Markit, and we actively encourage applications from people of all backgrounds. We are committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, status as a protected veteran, or any other protected category. For more information on the many ways in which we enthusiastically support inclusion and diversity efforts for both candidates and employees, please access our Inclusion & Diversity Statement here .
We are proud to provide reasonable accommodations to applicants with disabilities. If you are interested in applying for employment with IHS Markit and need special assistance or an accommodation to use our website or to apply for a position, please contact or call +1 212 849 0399. Determination on requests for reasonable accommodation are considered on a case-by-case basis. This contact information (email and phone) is intended for application assistance and accommodation requests only. We are unable to accept resumes or provide information about application status through the phone number or email address above. Resumes are only accepted through the online application process, and only qualified candidates will receive consideration and follow-up.
IHS Markit maintains a substance-free workplace; employees may be asked to submit to a drug test (where permitted by law). In addition, as a federal contractor in the United States, the company participates in the E-Verify Program to confirm eligibility to work.
For information please click on the following links:
IHS Markit Business Code of Conduct
Right to Work
EEO is the Law
EEO is the Law Supplement
Pay Transparency Current Colleagues
If you are currently employed by IHS Markit, please apply internally via the Workday internal careers site.
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