Director - Financial and Capital Markets

  • Competitive
  • London, England, United Kingdom
  • Permanent, Full time
  • IHS Markit
  • 18 Dec 18

Director - Financial and Capital Markets

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.

Based in London the job holder is responsible for promoting and selling of IHS Energy to a portfolio of sell side institutions in London and Europe. The primary duty is to drive sales, generate demand and maximise revenue growth for our energy portfolio.
Working in a matrix capacity, the job holder will create a plan to identify the key and priority areas of opportunity. He/she will also lead the creation and execution of a series of tactical programs to promote and sell our Energy portfolio against those identified opportunities. To be successful, he/she will need to demonstrate Industry knowledge, in-depth product knowledge, selling skills and the ability to leverage and create industry relationships. He/she must also be comfortable and capable to collaborate effectively in a matrix environment.
Success measures of the role include Energy revenue growth (through new client logos, competitor displacement and increased retention rates), effectiveness of growth plays (measured by pipeline development and conversion rates), new business win rates and colleague feedback.

Duties include

  • Create a clear and compelling growth strategy for the energy portfolio in the region, to include white space analysis, prospect identification and prioritization, competitor displacement, value propositions and sales tactics
  • Lead the creation of topical sales plays and rigorously qualified target lists for those plays
  • White space analysis to identify opportunities in existing and/or new logo accounts
  • Drive new business opportunities with focus on those > $100k, ensuring that value arguments, objection handling and other key product-related attributes are managed in a best in class manner and generate higher win rates
  • Maintenance and development of key relationships
  • Working with product / sales groups in the execution of contracts
  • Renewal of existing contracts
  • Development of the infrastructure and processes to support account management
  • Internal communication and reporting
  • Create a clear and compelling growth strategy for the energy portfolio in the region, to include white space analysis, prospect identification and prioritization, competitor displacement, value propositions and sales tactics
  • Lead the creation of topical sales plays and rigorously qualified target lists for those plays
  • White space analysis to identify opportunities in existing and/or new logo accounts
  • Drive new business opportunities with focus on those > $100k, ensuring that value arguments, objection handling and other key product-related attributes are managed in a best in class manner and generate higher win rates
  • Maintenance and development of key relationships
  • Working with product / sales groups in the execution of contracts
  • Renewal of existing contracts
  • Development of the infrastructure and processes to support account management
  • Internal communication and reporting

Education and experience
  • 10 years+ broad based experience with another market data vendor or investment bank with exposure to managing complex relationships and /or processes
  • Significant prior experience in financial markets (particularly in Sell Side / Investment Banking) is required
  • Knowledge and experience of capital markets
  • Proven track record of operating in the financial and capital markets in London
  • Strong written and verbal communication skills
  • Strong inter-personal and influencing skills

Commercial awareness
Ability to manage complex relationships, with a primary objective of increasing revenue streams year-on-year and building pipeline

Personal competencies
Excellent organisational skills
  • Ability to engage at a senior level with both clients and internal stakeholders
  • Energetic, self-starter

Communication
  • Excellent written and verbal communication skills
  • Ability to present strategic ideas and solutions to internal stakeholders and external clients

Teamwork
  • Must be able to operate effectively in a fast paced, commercially driven environment
  • Needs to build effective relationships with multiple teams across the organisation and also within the clients' organisation
  • Effective teamwork between sales and product functions to drive success
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).

EEO is the Law
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Right to Work
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