IHS Markit Sr. Account Executive (Russian Speaking) in Moscow, Russia
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.
The Sr. Account Executive’s main responsibility is maximizing profitable company sales revenue growth within the assigned territory (Russia/Eastern-Europe/CIS) focused on identifying, qualifying, negotiating, and closing new business to exceed sales targets. Ideal candidates are sales professionals having demonstrated success calling on senior executives in the Energy and Chemical Industry and related industries such as Energy and EPC. Candidates must have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, 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 business economics and comfort discussing value propositions with customers is required. The ideal candidate must possess strong business to business direct sales background and a proven track record of exceeding sales quotas.
Role and Responsibilities
The Sr. Account Executive, working within the Oil, Midstream, Downstream and Chemical (OMDC) team will execute against sales goals, including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer needs/challenges, delivering executive IHS point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the unique IHS value proposition.
The Sales Executive will own a specific set of named accounts and countries within the IHS OMDC sales region and be responsible for the following:
Accountability for driving revenue growth across IHS's OMDC to meet or exceed expectations, including identification of revenue drivers and metrics focused on market expansion and penetration.
Build a strong network with key decision makers within the customers’ organizations to expand and strengthen the relationship and create new opportunities for sales of products , services and consulting engagements.
Monitoring performance-to-plan throughout the fiscal year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
Creating and managing their sales pipeline of new business opportunities in the Customer Relationship Management system within the assigned territory, generating leads from face-to-face needs discovery calls with customers as well as following inbound leads from marketing, the Chemical Insight team, industry events and other sources.
Based on opportunities in the sales pipeline in the Customer Relationship Management system, provide monthly forecasts 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
Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership
Maintain a thorough understanding of the Energy and Chemical industries, including industry trends, business processes, financial measurements, performance indicators and key competitors.
Working with Product and Sales Management to ensure proper positioning of complex solutions.
Competency in delivering price for value relative to the appropriate product solution.
Quickly learn basics about the OMDC offering portfolio and strive to become expert level within 12-18 monthsRequired Experience:
A minimum of 8 -12 years of sales experience, with at least 8 years of experience in selling complex enterprise solutions, to customers in the energy and chemical industry market segments
Demonstrated success in negotiating closing large and complex sales whilst building strong relationships with clients.
Proven ability to uncover needs and the buying process at private and public multi-national companies
Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs, challenges and goals
Experience in developing and implementing 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 Microsoft applications required (CRM, Excel, Word and PowerPoint)
Must be flexible with the ability to work effectively and collaboratively with all colleagues in a matrix organization
Highly organized individual with ability to multi-task new business activities with client service responsibilities
Able to handle multiple projects and complete in a timely manner
Language Requirements: English and Russian skills a must
Travel around 40% of the time
We are proud to be an EEO/AA employer M/F/Disability/Veterans. Please refer to the EEO is the Law Poster & Supplement, Right to Work and Pay Transparency Policy. IHS is a participant in E-Verify (see links below) . We maintain a drug-free workplace and perform pre-employment drug testing.
EEO is the Law at http://www1.eeoc.gov/employers/upload/eeocselfprint_poster.pdf
EEO is the Law Supplement at http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCPEEOSupplementFinalJRFQA508c.pdf
Right to Work at http://www.uscis.gov/sites/default/files/USCIS/Verification/E-Verify/E-VerifyNativeDocuments/OSCRighttoWorkPoster.pdf
Pay Transparency Policy at https://www.dol.gov/ofccp/pdf/pay-transp_formattedESQA508c.pdf
E-Verify at https://e-verify.uscis.gov/emp/media/resourcesContents/EverifyPosterEnglish.pdf
IHS Markit endeavors to make our career sites accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact Accommodation@ihs.com or call 303-858-6891. This contact information (email and phone) is intended for accommodation requests only. Unfortunately we are unable to accept resumes or provide information about application status through the email address above.
Resumes are only accepted through the online application process, and only qualified candidates will receive consideration and follow-up.