Director, Head of Equities & Indices, Sales, Singapore recruitment

Company overview

Markit is a leading, global financial information services company with over 2,300 employees.  The company provides independent data, valuations and trade processing across all asset classes in order to enhance transparency, reduce risk and improve operational efficiency.  Its client base includes the most significant institutional participants in the financial marketplace. For more information, please see www.markit.com

Department

Sales

Department overview

The Sales organisation covers all aspects of new business and account management for all Markit products and services.

Position summary

Looking for a proven sales person to sell Markit Equities suite of services (Dividends, Index Management, ETF services, Daily volatility data, Quantitative Research and Analytics aka QSG services) to the buy side. The role will primarily be focused on new business growth as well on going management of existing buy side accounts in Asia (ex Japan, Australia and Korea).

Duties accountabilities

• All aspects of Sales for its specialist product line. The candidate will be the main driver of revenue acquisition for their specialist product line and will ensure that the business goals are achieved. The candidate will be integral to the team structure – working closely with the Heads of Sales, other sales account managers, the Business Development and data support teams. Specifically these include:

• Generation of lead pipeline for new business and existing clients

• Reporting of actual vs. budgeted sales on a regular basis

• Maintain communication with your accounts by being in regular contact with your key users and build a position of trust, respect and openness with the view to generate new business across all Markit product lines.

• Listen and identify the client’s needs and feedback any cross selling opportunities to relevant product line Sales team. For multi product opportunities, the relevant sales people will be involved and a sales referral will be recorded. It is expected that the candidate be awarded with a combination of sales revenue and sales credits (when leads are referred and turn into either new revenue and/or upgrade revenue). The skew will be focussed to sales revenue.

• You will proactively look for Sales referrals from existing accounts.

• Take ownership of client issues with the help of the data and Product Development teams.

• Maintain pipeline and generate management report (cold calls list, user list…) from Salesforce.

• Delegate non $ opportunity related activities (Billing, initial and on-going client set up and training, admin duties around contracts…) to relevant support teams.

• You are responsible for keeping your Markit products knowledge to a high standard for your defined product area and a referral standard for Markit’s other product lines and stay aware of any future development. • Each VP Sales should be a point person for their allocated product providing understanding of clients, technical information, product characteristics, coaching Sales peers in terms of Sales USPs and pre sales questioning etc…

• Active participation in Sales Conferences/ Special Events sales collateral production, client entertainment; association memberships. It is expected that you will help drive these activities for their product line so as to maximize sales revenue and retention.

• Build team and new markets

Business competencies

Education and experience

• Proven previous sales experience from within a data, financial software or banking background to the buy side.

• Experience of Equity derivatives products certainly a positive

• Language skills a plus but not mandatory

• Self starter, driven, Personable, assertive and resourceful

• Must be organized and ability to manage multiple sales in parallel

• Ability to generate own pipeline from cold calls

• Ability to meet internal/external deadlines

• Ability to listen, learn quickly and demonstrate initiative

• Good attention to detail

• Ability to present and negotiate with senior level management whilst in many cases, managing complex sales process

• Proficiency in Excel, Word and PowerPoint

• Willing to progress in a rapidly growing/changing environment

Commercial awareness

• Must be able to understand the sales process, be comfortable dealing with senior level negotiations etc.

Management requirements

• Proven experience of building and developing individuals and broader team.

Personal competencies

Personal impact

• Must be confident in high pressure environment and able to manage senior level meetings

Communication

• High level of competency and good communication skills both written and verbal required

Teamwork

• Team player with an open minded attitude and willing to progress in a rapidly growing/changing environment.