Associate Director, Sales & Business Development
Who we are...
Actionable insights to make better decisions that drive better results
Automotive solutions from IHS Markit leverage technology and data science to provide unique insights, forecasts and advisory services spanning every major market and the entire automotive value chain.
With a legacy dating back to the 1920s when R. L. Polk published the first vehicle registration reports, our solutions are used by nearly every OEM, more than 95% of tier one suppliers, media agencies, governments, insurance companies, and financial stakeholders to provide actionable insights that enable better decisions and better results.
Automakers, suppliers and dealers rely on our 800+ auto experts spanning the globe to understand and take action on global and local opportunities, risk, regulation and the disruptive impact of technology and big data. IHS Markit delivers un-paralleled, data-driven solutions and services spanning the entire value chain, from concept design to sales, marketing and the aftermarket.
Position summary:
We are seeking a results-driven sales professional who will be responsible for working with senior executives (including C-Suite) at automakers (OEMs) and national sales companies (NSCs). Position will focus on overall account growth strategy, developing and maintaining executive relationships across the account base, and collaborating with specialists to ‘clear path’ for engagement. In addition, position will be responsible for the retention and growth for the IHS Markit market reporting, recall and dealer network planning offerings.
The right candidate is adept at building strong relationships and gaining credibility as a trusted advisor while proactively working with Product Management to ensure proper positioning of complex solutions, customizing offerings to the clients, as required. This position will also maintain a thorough understanding of the automotive industry including industry trends, business processes and key competitors.
This senior sales professional works towards understanding the OEM's/NSC’s business, goals, strategies, industry trends and direction and how they map to IHS Markit products and solutions. This role will lead multiple opportunities concurrently at different sales stages and have assigned revenue goals and objectives.
Primary Responsibilities:
- Develop and own overall account growth strategy for assigned account(s)
- Collaborate with sales specialists to create and advance strategies to achieve growth objectives and provide solutions-based offerings to enable prospective clients to achieve their goals in an effective and efficient process
- Generate a pipeline matching IHS Markit solutions to current and future customer challenges & produce revenue in line with revenue growth target
- Frequently meet with customers in-person and virtually to maintain and grow business
- Represent and promote the company to c-suite and senior executives both internally and externally, clearing a path for sales specialist engagement
- Develop and maintain a high level of understanding and knowledge of IHS Markit products and services offerings, and articulate them effectively to clients
- Provide functional account leadership and drive organizational accountability by reviewing account plans, monitoring and managing the sales pipeline, tracking progress against plans, ensuring accurate forecasting of revenue
- Ensure appropriate time is dedicated to meet annual sales objectives by monitoring progress against account plans on a regular basis.
- Positively manage change, both internally and externally
- Conveys Voice of the Customer (VOC) to management and product leads, as appropriate
- Performs other duties as requested by management
Education & Experience:
- Bachelor’s degree mandatory, Master’s degree a plus
- Minimum of fifteen (15) years of automotive industry knowledge required
- Proven sales leadership to meet and/or exceed sales targets for a similar size and growth-oriented organization
- Exceptional written, verbal and presentation skills
- Experience developing and managing to account plans
- Experience with sales planning and sales forecasting
- Knowledge of IHS Markit Automotive’s products and services and their uses in client applications
- Excellent negotiation skills to achieve win-win outcomes
- Experience developing and writing proposals
Working Conditions:
- Virtual home office – must be independent, proactive and results-oriented working from home and traveling to the client site as needed
- Candidate lives in TN area