Senior Sales Executive - Defence
Based in Singapore, the job holder is responsible for promoting and selling of IHS Maritime & Trade products to a portfolio of defence, military and government clients across ASEAN region.
The primary duty is to drive sales, generate demand and maximise revenue growth for our Maritime & Trade portfolio.
The job holder will create a plan to identify the key priority areas of opportunity. He / she will also lead the creation and execution of a series of tactical programs to promote and sell our Maritime & Trade 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 multi-regional environment when required.
Success measures of the role include Maritime & Trade revenue growth (through new logo clients, 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 & accountabilities
Create a clear and compelling growth strategy for the Maritime & Trade portfolio in the region, to include white space analysis, prospect identification and prioritization, competitor displacement, value propositions and sales tactics
Owning and managing a number of competitive tenders with varied government authorities.
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
Clear and accurate forecasting of revenue, and strong all-round internal communication
10 years+ broad based experience within the defence or AD&S sector.
Strong written and verbal communication skills
Strong inter-personal and influencing skills
Ability to manage complex relationships, with a primary objective of increasing revenue streams year-on-year and building pipeline
Energetic, self-starter and excellent organisational skills
Ability to engage at a senior level and to present strategic ideas and solutions to both external clients and internal stakeholders
Excellent written and verbal communication skills
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
IHS Markit is committed to providing equal employment opportunity (