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Executive Director - Inside Sales

IHS Markit
George Town, Malaysia
Posted 17 days ago Permanent Competitive
Executive Director - Inside Sales
Executive Director - Global Inside Sales

Job Description

Summary : Reporting to the VP of Maritime, Trade Supply Chain Sales, this position will have full responsibility for sales strategy and execution for the Business Line for inside sales. This role requires in-depth understanding of our client's business, goals, strategies, industry trends and direction and how they map to our products and solutions. Responsible for leading a diverse sales and support team, managing through others, and coordinating the efforts of Inside and lead qualification teams, and integrating products and services required to meet business needs. These teams may lead multiple opportunities concurrently at different sales stages and have assigned contract signings, expense, and customer satisfaction targets for the industry they support.

General Job Duties:
  • Develop and implement the strategic sales plans that drive both new and existing account revenue growth.
  • Design and/or refine sales processes, methodologies and organization structures that will scale to support rapid growth coming from both organic sources and through acquisition of clients.
  • Provide functional leadership and drive organizational accountability by reviewing major account plans, monitoring and managing the sales pipeline, tracking progress against plans, ensuring accurate forecasting of revenue and expenses, developing annual and quarterly sales target, and establishing sales compensation plans and policies. Adjust team direction, focus and sales initiatives as needed to deliver on commitments.
  • Recruit, mentor and motivate a best-in-class sales team capable of growing with the business.
  • Collaborate closely with peers and colleagues to share best-practices and to ensure that the "voice of the customer" is reflected in marketing, product, operational and financial decision-making processes.
  • Positively manage change, both internally and externally, to ensure new programs, products, and approaches are embraced by the team.
  • Work collaboratively with the team to ensure all are working towards the target customer account's business strategy - measured by regular meetings to discuss opportunities, the client's business and discuss and refine the account plan.
  • Identify, coordinate, and deploy resources into the customer accounts, facilitate ongoing communication through regular team meetings, and serve as primary point of contact on troubleshooting or issues requiring immediate attention for targeted accounts. Ensure appropriate resources and focus to meet annual sales objectives by monitoring progress against account plans on a regular basis.
  • Work with business leaders to use customer feedback and analytical insights in the formation of new products/solutions.

Leadership Experience:
  • Managing for results: This individual will have a proven track record as an action-oriented leader who has successfully translated bold sales strategies into measurable execution plans. S/he will be known for establishing strong and credible relationships at senior executive levels in customer organizations that yield sustainable growth, profitability, customer satisfaction and loyalty.
  • Leading teams: A qualified candidate will have market-validated skills around building, developing and retaining high-performance teams. A leader who communicates a vision that provides direction and focus; creates a culture of accountability; and proactively addresses problem performers before they affect team effectiveness.
  • Building relationships and leading through influence: this individual will have a track record of working effectively across functions and geographies to assess options, incorporate input and drive broad agreement around business priorities. Approachable and open-minded, the successful candidate will be known for building trusted working relationships with business leaders, peers and subordinates, as well as creating followership.
  • Executive presence and leadership style: S/he will have a well-developed executive presence and be expected to represent the company in interactions with colleagues, customers and partners. The VP must be an action-oriented yet thoughtful person of high integrity who leads by example. S/he must be an accomplished communicator with effective writing skills and the ability to create and deliver crisp, compelling presentations for internal and external consumption.


Candidate Attributes:
  • Proven sales leadership to meet and/or exceed sales targets for a similar size and growth-oriented organization (both revenue and headcount).
  • Keen focus on hitting targets and delivering results.
  • Solid forecasting, sales planning, and regional outcome management.
  • Comfortable driving external sales relationships at C level.
  • Excellent track record managing teams in a complex geographic and matrixed environment; proven experience in the management of global account managers and sales teams.
  • Has commercial understanding and orientation.
  • High levels of emotional intelligence and leadership, strong collaboration, communication and influence capabilities.
  • Flexible, adaptable and comfortable with ambiguity; demonstrated change management capabilities and outcomes.
  • Proven, effective leadership/sales management, with a record of growing talent within team.
  • Capability to input to business strategy and provide advice and guidance on product gaps and how this might influence product development for the region.
  • Ability to work independently with little direction.
  • Takes ownership for the quality and output level of their division
  • Integrates multiple systems, services, and projects aligned with overall S&P Global objectives
  • Develops divisional OKRs and sets the strategy for their area
  • Upholds the quality standard of resources across S&P Global
  • Is solution-oriented and owns issues
  • Has impact across S&P Global, with visibility outside of own unit/area/geography
  • Exerts influence outside direct area
  • Motivates others and nurtures talent
  • Role models behaviors and actively contributes to S&P Global's culture
  • Anticipates possible future developments, taking into account what is currently known
  • Communicates a vision and direction rather than focusing on projects or tasks
  • Connects vision for their agenda to the overall S&P Global ambitions
Equal Opportunity Employer:

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.

If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.

US Candidates Only:

The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.
Job ID  R28746
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