Senior Sales Executive/Business Development (Jane's) Senior Sales Executive/Business Development  …

IHS Markit
in Coulsdon, England, United Kingdom
Permanent, Full time
Last application, 10 Sep 19
IHS Markit
in Coulsdon, England, United Kingdom
Permanent, Full time
Last application, 10 Sep 19
Senior Sales Executive/Business Development (Jane's)
An exciting opportunity has arisen to support the Aerospace Defence & Security business Line (better known as Jane's) as a Sales Executive covering the Nordic territory. Over the last century, Jane's by IHS Markit has transitioned from traditional publisher to the leading global open source intelligence agency. Today, our customers need flexible, agile, interactive end-to-end support. Jane's provision of timely, evidence-based information and intelligence enables our customers to augment and enrich their analysis. The processes, sources and expert judgement that make up Jane's trade craft continue to underpin our products and services.

Jane's solutions cover key areas including:
  • Military platforms, systems and weapons
  • Threat intelligence
  • Defence markets, forecasts and budgets
  • Sustainment and procurement

The Senior Sales Executive works within a team that sells specific new products or services to existing or new customers within National Defence and Security/Defence Industry. In this role, they primarily sell new products and services while working with limited supervision. They work on issues of diverse scope requiring analysis of a variety of factors within a broad sales framework. With an understanding of business, financials, products, services and account needs, the Senior Sales Executive answers customer questions or requests. In addition, this role plans own territory or account approaches on assigned objectives.

Principal Accountabilities:
  • Generates a substantive sales pipeline using core sales processes to produce revenue in line with quota
  • Ensure that accurate forecasting, pipeline management and other sales process / infrastructures are established
  • Creates and monitors lead generation action plans within defined segments to grow new business through maximizing upsell and cross sell opportunities
  • Builds effective long-term relationships / high level of customer delight - with key senior-level decision makers and influencers across an assigned group of customer accounts
  • Provides "Insight" to customer decision making through Industry, business and extensive product knowledge
  • Able to clearly articulate the Jane's value proposition
  • Mainly involved in selling new products and services - works with limited direction or oversight required
  • Works on issues of diverse scope where analysis requires evaluation of a variety of factors within a broad sales framework including a strong understanding of customer need
  • Has developed an understanding of business, financials, products and services and account needs
  • Complexity of accounts, territory, products and services sold is varied - has developed an understanding of core sales processes
  • Will answer customer questions /requests based upon interpreting facts, developing recommendations, or resolution of issues - problem solver mindset
  • Plans own territory or account approach based on assigned objectives

Required Education:
  • University degree (bachelor's or equivalent) or equivalent combination of education and experience
  • Negotiation level in English. Swedish/Danish advantageous

Required Skills and Experience:
  • 3 to 5 years' experience as sales in B to B environment
  • Previous experience in the Defence community would a plus
  • Successful track record
  • Capability to develop knowledge on the Defence industry products and services
  • Capability to develop an understanding of Jane's by IHS Markit value proposition and core sales process
  • Has developed level industry expertise and networks


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