IHS Markit Account Manager OMDC Latin America in Houston, Texas
About IHS Markit
IHS Markit harnesses deep sources of information, analytics and expertise to forge solutions for the industries and markets that drive global economies. Our company partners with clients in business, finance and government to provide the unrivaled insights and perspectives that lead to well-informed, confident decisions. We call this The New Intelligence. IHS Markit serves more than 50,000 key customers in more than 140 countries, including 80 percent of the Fortune Global 500. We help decision makers apply higher-level thinking to daily tasks and strategic issues across a host of industries and disciplines including energy, finance, automotive, engineering, technology, maritime and trade, aerospace and defense, chemical, and economics and country risk.
Headquartered in London, IHS Markit (Nasdaq: INFO) is committed to sustainable, profitable growth.
Account Manager - Oil - Midstream, Downstream & Chemicals - Latin America
Summary: The Account Manager’s main responsibility is maximizing profitable company sales revenue growth within the assigned territory focused on identifying, qualifying, negotiating, and closing new business to exceed sales targets.
Ideal candidates are sales professionals having demonstrated success calling on senior executives in the Oil - Midstream, Downstream & Chemicals Industries and related market segments, offering a unique value proposition, delivering solutions and selling solutions specific to customer needs, whether identified by the potential client or through the discovery process executed by the Account Manager.
Candidates must have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, be highly money motivated, be effective at building relationships, have keen listening skills, ask good questions, be assertive but not aggressive, with outstanding phone and interpersonal skills.
Working knowledge of business economics and comfort discussing value propositions with customers is required.
The ideal candidate must possess strong business to business direct sales background and a proven track record of exceeding sales quotas.
The Account Manager – Latin America must have strong Spanish Language skills and should sales experience in the region.
General Job Duties: The Account Manager, working within the IHS MARKIT Oil, Midstream, Downstream & Chemical team in the Americas, will execute against sales goals, including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer needs/challenges, delivering executive IHS MARKIT point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the unique IHS MARKIT value proposition
Specific Job Duties: The Account Manager will own a specific set of named accounts within the IHS MARKIT Oil, Midstream, Downstream & Chemical Americas sales region and be responsible for the following:
Accountability for driving revenue growth across Oil, Midstream, Downstream & Chemical business to meet or exceed expectations, including identification of revenue drivers and metrics focused on market expansion and penetration.
Monitoring performance-to-plan throughout the fiscal year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
Creating and managing their sales pipeline of new business opportunities in the Customer Relationship Management system within the assigned territory, generating leads from face-to-face needs discovery calls with customers as well as following inbound leads from marketing, the Oil, Midstream, Downstream & Chemical Insight team, industry events and other sources.
Based on opportunities in the sales pipeline in the Customer Relationship Management system, provide monthly forecasts within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan.
Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies.
Build a strong network & relationships with the key decision makers within the customers’ organizations to expand sales of IHS MARKIT Oil, Midstream, Downstream & Chemical products, services and consulting engagements.
Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership.
Maintain a thorough understanding of the Oil, Midstream, Downstream & Chemical and related industries, including industry trends, business processes, financial measurements, performance indicators and key competitors.
Working with Product and Sales Management to ensure proper positioning of complex solutions.
Competency in delivering price for value relative to the appropriate product solution.
Quickly learn basics about the IHS MARKIT Oil, Midstream, Downstream & Chemical offering portfolio and strive to become expert level within 12-18 months.
4 year College Degree in Science or related technical field
MBA preferred but not required
A minimum of 10 years sales experience, with at least 8 years of experience in selling complex enterprise solutions, to customers in the Latin America;Oil, Midstream, Downstream & Chemical industry market segments.
Demonstrated success in closing large and complex sales through regional Oil, Midstream, Downstream & Chemicals Industry knowledge, negotiation and relationship building skills.
Proven ability to uncover needs and the buying process at private and public multi-national companies.
Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs, challenges and goals.
Experience in developing and implementing strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively without being tied to a specific approach.
Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets.
Proficiency with Microsoft applications required (CRM, Excel, Word and PowerPoint)
Must be flexible with the ability to work effectively and collaboratively with all colleagues
English (verbal and written) proficiency required
Spanish (verbal and written) proficiency required
Portuguese (verbal and written) proficiency preferred
Travel: 40% of the time in Latin America with up trips of one to two weeks common
We are proud to be an EEO/AA employer M/F/Disability/Veterans. Please refer to the EEO is the Law Poster & Supplement, Right to Work and Pay Transparency Policy. IHS is a participant in E-Verify (see links below) . We maintain a drug-free workplace and perform pre-employment drug testing.
EEO is the Law at http://www1.eeoc.gov/employers/upload/eeocselfprint_poster.pdf
EEO is the Law Supplement at http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCPEEOSupplementFinalJRFQA508c.pdf
Right to Work at http://www.uscis.gov/sites/default/files/USCIS/Verification/E-Verify/E-VerifyNativeDocuments/OSCRighttoWorkPoster.pdf
Pay Transparency Policy at https://www.dol.gov/ofccp/pdf/pay-transp_formattedESQA508c.pdf
E-Verify at https://e-verify.uscis.gov/emp/media/resourcesContents/EverifyPosterEnglish.pdf
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Resumes are only accepted through the online application process, and only qualified candidates will receive consideration and follow-up.