Director Corporate Account Managment - China

  • Competitive
  • Beijing, Beijing Shi, China
  • Permanent, Full time
  • IHS Markit
  • 12 Dec 18

Director Corporate Account Managment - China

Corporate Account Management - General Profile
'The Account Manager establishes strategic partnerships within the assigned accounts / geographies starting with key executives and applies leadership, facilitation and collaboration skills with the regional strategic account team members, Business Line sales specialist and sales leaders to:
• Develop and execute against the annual account sales plan objectives (volume, budget, resources) to support the IHS Markit strategy for the brand, products / solutions and customer including:
• Utilizing a top-down sales approach and continually working with key executives to ensure that all customer business objectives are understood and mapped to IHS Markit solutions.
• Identify, develop and maintain key C-Level relationships at all key accounts.
•Achieving or exceeding new sales target assigned by Sales Management.
• Assist in the timely renewals (all products) and account retention.
•Source key strategic deals and facilitate stage development.
• Improve competitive positioning and displace any competitors.
• Optimize revenue and customer satisfaction within assigned account(s).
• Creates and monitors lead generation action plans within defined segments to grow new business through maximizing upsell and cross sell opportunities.
• Provides "Insight" to customer decision making through industry, business and extensive product knowledge.
• Able to clearly articulate the IHS Markit value proposition.

Principle Accountabilities and Competencies
• Works on issues where analysis of customer situations requires an in- depth industry / business / product or services knowledge.
• Has accomplished level of understanding of Energy industry, business, financials, products and services - may help develop others understanding; may be recognized as an expert in one area.
• Complexity is high (territory / account, products / services, may serve as a team lead - recognized as an accomplished sales professional.
• Influences the thinking of others and frequently interacts with senior and executive management.
• Plans own territory or account approach and manages own resources according to operational strategy. Frequently interacts with executive management.

Knowledge and Skills
• Has accomplished level industry, products and services knowledge - possesses the ability to connect this knowledge and expertise to business issues, operational strategies, and results.
• Has accomplished and broad understanding of value proposition and sales process.
• Has accomplished level industry expertise and networks.
• Language skills where appropriate.
It is the policy of IHS Markit to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, IHS Markit will provide reasonable accommodations for qualified individuals with disabilities. We maintain a drug-free workplace. For candidates in the US, we are a participant in E-Verify (see link below).

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