Associate Director, Financial and Capital Market Sales

Posted on Dec 12, 2018 by IHS Markit

London, London United Kingdom
27 Nov 2018
Annual Salary
Based in London the job holder is responsible for promoting and selling of IHS Energy to a portfolio of buy side / sell side institutions in London and Europe. The primary duty is to drive sales, generate demand and maximise revenue growth for our energy portfolio.

Working in a matrix capacity, the job holder will create a plan to identify the key and priority areas of opportunity. He/she will also lead the creation and execution of a series of tactical programs to promote and sell our Energy portfolio against those identified opportunities. To be successful, he/she will need to demonstrate Industry knowledge, in-depth product knowledge, selling skills and the ability to leverage and create industry relationships. He/she must also be comfortable and capable to collaborate effectively in a matrix environment.
  • Success measures of the role include Energy revenue growth (through new client logos, competitor displacement and increased retention rates), effectiveness of growth plays (measured by pipeline development and conversion rates), new business win rates and colleague feedback.
  • Create a clear and compelling growth strategy for the energy portfolio in the region, to include white space analysis, prospect identification and prioritization, competitor displacement, value propositions and sales tactics
  • Lead the creation of topical sales plays and rigorously qualified target lists for those plays
  • White space analysis to identify opportunities in existing and/or new logo accounts
  • Drive new business opportunities with focus on those > $100k, ensuring that value arguments, objection handling and other key product-related attributes are managed in a best in class manner and generate higher win rates
  • Maintenance and development of key relationships
  • Working with product / sales groups in the execution of contracts
  • Renewal of existing contracts
  • Development of the infrastructure and processes to support account management
  • Internal communication and reporting

Education and experience
• 10 years+ broad based experience with another market data vendor or investment bank with exposure to managing complex relationships and /or processes
• Significant prior experience in financial markets (particularly in Sell Side / Investment Banking) is required
• Knowledge and experience of capital markets
• Proven track record of operating in the financial and capital markets in London
• Strong written and verbal communication skills
• Strong inter-personal and influencing skills
Commercial awareness
Ability to manage complex relationships, with a primary objective of increasing revenue streams year-on-year and building pipeline

Personal impact
  • Excellent organisational skills
  • Ability to engage at a senior level with both clients and internal stakeholders
  • Energetic, self-starter

  • Excellent written and verbal communication skills
  • Ability to present strategic ideas and solutions to internal stakeholders and external clients

  • Must be able to operate effectively in a fast paced, commercially driven environment
  • Needs to build effective relationships with multiple teams across the organisation and also within the clients' organisation
  • Effective teamwork between sales and product functions to drive success
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).

EEO is the Law
EEO is the Law Supplement
Right to Work
Pay Transparency Policy

Current Colleagues If you are currently a colleague with IHS Markit please apply internally via Workday.

Reference: 599061869

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