北京招聘

职位描述：
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.

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Summary

The Business Development Executive is responsible for promoting and selling of IHS Energy Vantage to companies based across the region. The primary duty is to drive sales, generate demand and maximise revenue growth for our Asset Valuation portfolio.

Working in a matrix capacity, the Business Development Executive will create a strategic 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 Vantage 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 Vantage 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, colleague feedback and customer delight.

Areas of focus

Growth strategy
?Create a clear and compelling growth strategy for Vantage in the region, to include white space analysis, prospect identification and prioritization, competitor displacement, value propositions and sales tactics

Sales plays
?Lead the creation of topical sales plays and rigorously qualified target lists for those plays
?Liaise with marketing / experts to ensure correct positioning and collateral
?Roll out education program to support the play
?Monitor play effectiveness and adapt as required

Competitor Displacement
?Identify and prioritise key competitor displacement opportunities throughout the region
?Build compelling value arguments for displacement, working closely with researcher experts and Energy Account Managers
?Support competitor takeout negotiations as required
?Become the “Go to” person for objection handling and ensure dissemination of best practice tactics across the region
?Monitor and analyse competitor strategies in the region, for instance pricing tactics and performance claims, and work with the Commercial and Product teams to mitigate and counteract

Renewals support
?Create and maintain rolling Renewal Status document with a focus on all renewals at risk
?Ensure that effective support teams are built and collaborate to mitigate these at risk renewals and maximize renewal upsell opportunities
?Create and analyse usage reports for significant renewals ($ 250k and above) and use these as early warning indicators to propose mitigation tactics and reduce renewal risks

New business
?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

Leadership and Stakeholder Collaboration
?Develop and lead a culture of high collaboration and effective communication across Upstream Portfolio leads, Sales Leaders, and Global Operation peers
?Operate effectively in the matrix and lead through influence, demonstrating domain expertise and generation of results

Measured by
?All Asset Valuation sales within defined territory
?Pipeline and conversion rates from Growth plays

Additional Detail - Role and Responsibilities
?Accountable for driving Vantage sales
?White space analysis with prioritized accounts – working directly with GAMS and key sales leaders
?Adoption, training and implementation of new Vantage products (via acquisition or new developments)
?Creation of workflow presentations for prioritized accounts
?Define a sustainable, repeatable path for sales teams to drive revenues, for Vantage ？Creating strategies for market penetration
？Managing trials and prospect demonstrations
？Managing the post-sales process to help embed the product within clients

?Create long term sub regional market strategies that will in turn lead to defined sales opportunities and sustainable pipeline
?Identify market gaps resulting from new opportunities, underserved needs, or competitive threats / weaknesses and then drive penetration strategies
?Assess and develop skills for sales teams and support their abilities to accelerate pipeline motion by providing training and support
?Provide regional competitive analysis, market trends, and customer demands back to Operations and Portfolio leaders.
?Advise on price sensitivities and strategic product and service positioning and directions forward.
?Monitor and report on revenue targets for the region providing updates on pipeline.
?Coordinate, initiate and drive with sales to develop accurate revenue pipeline at regional level
?Work with IHS marketing to create regional marketing plans 举报 分享

IHS Markit 是一家全球性的信息公司，在塑造当今商业格局的能源、经济、地理政治风险、可持续性和供应链管理等关键领域，我们拥有世界一流的专家。我们在全球 30 多个国家/地区拥有超过 10,000 名员工。

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.