Sales Director, (APAC - Japan, GPE / ENR / IHS Markit)
The Sales Director main responsibility is maximizing profitable company sales revenue growth within Japan region in Gas, Power & Energy Futures Industry by identifying, qualifying, negotiating, and closing new business to exceed sales targets. Ideal candidates are Sales professionals having demonstrated success cold calling on senior executives in the Japan Energy Industry, offering a unique value proposition, delivering solutions and selling products to specific customer needs and to customers who may be unaware of their need. Candidates must
have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, be highly money motivated, be effective at building relationships, have keen listening skills, ask good questions, be assertive
but not aggressive, with outstanding phone and interpersonal skills. Working knowledge of ROI and comfortable discussing value with customers in PGCR area within the energy Industry is required. The ideal candidate must possess strong business to business direct sales background and a proven track record of exceeding sales quotas.
General Job Duties:
The Sales Director, within IHS Markit's ENR Industry team in APAC, will execute against sales goals with including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer pain, delivering executive IHS Markit point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the IHS Markit unique value proposition. This individual will report to the APAC Regional Sales Executive Director - OMDC & GPE. (OMDC - Oil Markets, Midstream, Downstream & Chemicals; GPE - Gas, Power & Energy Futures)
Specific Job Duties:
The Sales Director will own a specific set of named accounts within the Japan ENR Industry and be responsible for the following:
Accountability for driving revenue growth across IHS Markit's vertical business to meet or exceed expectations, including identification of revenue drivers and metrics to focus on market expansion and penetration.
Monitoring performance-to-plan throughout the execution year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
Create and manage sales pipeline of new business opportunities in SalesForce within a territory through following leads from marketing and other sources plus generating potential from face to face needs discovery calls with
Based on sales pipeline in SalesForce provide monthly forecasting within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan
Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies
Build a strong network & relationships with the key decision makers within the customer to deepen penetration of sales of IHS Markit GPE's products and services.
Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership
Maintain a thorough understanding of the secure messaging industry, including industry trends, in business processes, industry financial measurements, performance indicators and key competitors.
Working with Product Management to ensure proper positioning of complex solutions.
Competency in delivering price for value relative to the appropriate product solution.
Become a quick learner of IHS Markit's GPE products and services and strive to become expert level
4 years College Degree in Science or related technical field
A minimum of 15 years sales experience, with at least 10 years of experience in selling the customers in the Japan Energy industry complex enterprise solutions
Demonstrated success in closing large and complex sales through regional Energy Industry knowledge, negotiation and relationship building skills
Ability to uncover needs and the buying process at MNC both privately & publicly held companies
Skilled in consultative and value selling methodology, with a deep understanding of the client's needs
Has developed and implemented strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively without being tied to a specific approach. Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets
Proficiency with MS applications required (Excel, Word and PowerPoint)
Must be flexible with the ability to work effectively and collaboratively with all colleagues
English (verbal and written) proficiency required
Other dialects & languages considered an asset.
TRAVEL: 50% of the time - some overnight travel required
Inclusion 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.
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IHS Markit Business Code of Conduct
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EEO is the Law
EEO is the Law Supplement
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