IHS Markit (Nasdaq: INFO) is a world leader in critical information, analytics and solutions for the major industries and markets that drive economies worldwide. The company delivers next-generation information, analytics and solutions to customers in business, finance and government, improving their operational efficiency and providing deep insights that lead to well-informed, confident decisions. IHS Markit has more than 50,000 key business and government customers, including 80 percent of the Fortune Global 500 and the world’s leading financial institutions. Headquartered in London, IHS Markit is committed to sustainable, profitable growth.
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**Title - Business Development Manager - Maritime & Trade, India**
**Summary:**
A senior sales role located in India/Singapore responsible for revenue growth, account management and customer delight for Maritime & Trade (M&T) products/services in the Indian sales territory.
**General Job Duties:**
+ To achieve annual sales target.
+ To maintain existing client service/relationship.
+ To develop new clients/business for revenue growth.
+ To support and develop the Channel Partners.
+ To collaborate with other sales for cross-sell and business expansion.
**Specific Job Duties:**
+ Manage existing BOB in defined territory with strategic and results-oriented efforts to minimize cancellations, up-sell M&T products, and cross-sell non-M&T products.
+ Develop and bring a robust pipeline of new business opportunities by extracting value from your personal network and working across the major IHS verticals, especially Energy, Industrials and Government and to penetrate prospects that are IHS clients in other business lines or completely “new logo” business opportunities.
+ Develop and manage the commercial relationships and revenue streams with existing IHS/M&T customers/prospects in defined territory while exploring new partnerships to scale up as quickly as possible.
+ Identify/build relationship to regional Channel Partners in regards to sales, training, marketing and future product enhancements. Develop and execute a strategy with the Channel Partners to growth their specific business segments and territories.
+ Use a combination of commercial skill-sets and experiences in order to succeed both internally and externally in achieving your sales and non-sales objectives for the fiscal year.
**Roles and Responsibilities:**
+ Achievement of Net New Sales Target assigned by Sales Management. Identification of new opportunities within assigned accounts, and the identification of new potential customer companies.
+ Achievement of Overall Territory Growth or Renewal Retention Rate Target. Take action to increase customer satisfaction, reduce cancellations, preserve customer investment with IHS, and focused customer Win-Back efforts.
+ Cross selling of additional IHS business unit's products. Prospecting and development of new leads, as well as the continued follow-up and support of the sales cycle with the Sales Specialists and Product Managers involved in the Sale.
+ Development of Professional Account Plans and customer profiles as well as Professional Territory Plans and Strategies.
+ Build long term solid relationships with client base.
+ Conduct business development activities including attendance at industry trade shows and conferences represent company at such conferences.
+ Continued Professional Development, and activity reporting. This includes the attendance of classes such as Strategic Selling, Negotiating, Effective Presentations and Communication, and Product and Industry Knowledge.
+ The activity reporting component includes on time delivery of quality reports and the fulfillment of requests from Management, accurate sales and renewal forecasting, use of the activity calendar, on time attendance at meetings, and overall professionalism. Will periodically be required to attend various trade shows to discuss and demonstrate IHS products.
+ Will periodically be required to provide client and prospective client contact information when direct marketing programs are developed.
**Required Education:**
+ B.S. or B.A. or equivalent
**Required Experience:**
+ 5+ years of sales experience in the Maritime and/or Trade/Commodities environment in India.
+ Understanding of consultative selling techniques - able to close deals and build relationships.
+ Ability to work as part of a team, or to work autonomously and be self-driven and self-directed.
+ Comfortable in a virtual team with manager in a remote location.
+ Understanding of legal environment of local markets – follows direction from legal counsel on contract terms and conditions.
+ Comfortable working in a highly complex and fast paced organization.
+ 3-5 years proven consultative selling.
**Other skills:**
+ Excellent interpersonal and team playing skills.
+ Excellent presentation and communication skills.
+ Ability to interact with and sell to senior level management.
+ Mature and can work independently.
+ Strong PC skills with ability to learn new software programs quickly.
*Only qualified candidates will receive consideration and follow up*
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