Director Sales/Business Development - Data, Valuations & Analytics

Department overview:

Sales specialist is a key function within S&P Global Market Intelligent with responsibility for client-facing activity including all aspects of business development for its specialist product line and region. The primary focus is placed on new business sales, renewing of existing business and enabling the roll-out of new products and services.

Position summary

This role will have responsibility for promoting the S&P Global Data, Valuations and Analytics product - fixed income pricing, OTC derivatives, valuations, Security Finance, Research Signals, Dividends Forecasting, Trade Cost Analysis, Indices & ETF benchmarking solutions suite of services across Singapore and other parts of South East Asia (SEA). This role will partner with S&P Global account management teams to leverage distribution partnerships to win new business from financial institutions

Duties & accountabilities

The candidate will work as the main driver of revenue acquisition across assigned accounts and product lines and will ensure that the business goals are achieved. The candidate will work within the Fixed income pricing and valuation sales team and work closely with other sales & account managers, business development teams and data support teams. Specifically 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 the data and business development teams
• Maintain pipeline and generate management reports (cold calls list, user list etc.) from Salesforce
• Delegate non-revenue opportunity related activities (billing, initial and on-going 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
• Actively participate and drive activities such as sales conferences and special events, sales collateral production, client entertainment, association memberships to maximize sales revenue and retention

Education and experience

• Candidates are likely to be degree educated
• Candidates will have significant proven sales experience which will ideally have been gained from a data, financial software or banking background
• Recent experience selling in to SEA financial institutions
• Fixed income and/or OTC derivative knowledge is strongly desired
• Understanding of the Security Finance eco system would be an advantage
• 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
• 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
• Willingness to cover accounts within SEA region
• Advanced working knowledge of Microsoft Office programmes; Outlook / Word / Excel / Powerpoint
• Knowledge of Salesforce is beneficial

Commercial Awareness

• Able 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 and regulatory developments

Personal Competencies

• Must be credible and confident in a high pressure environment and be able to manage senior level meetings
• Displays a resilient and adaptable style, track record of remaining calm in demanding circumstances, adjusting comfortably to changing conditions / priorities

Communication

• Good communication skills both written and verbal required for complex commercial and business discussions
• Fluency in English essential. Fluency in another SEA language preferred

Teamwork

• Works collaboratively with others to achieve group goals and objectives.
• Team player and willing to progress in a rapidly changing environment

Equal Opportunity Employer:

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.

If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.

US Candidates Only:

The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.