Sales Executive / Business Development

Dataium   •  

Southfield, MI

Industry: Automotive.

  •  

8 - 10 years

Posted 265 days ago

This job is no longer available.

Primary Responsibilities

Account Planning

  • Develops integrated and comprehensive account plans & strategies across products and accounts.
  • Oversees and directs activities related to assigned accounts including activity related to contract, variable and new business.
  • Actively contributes to the establishment of budgets and responsible for providing forecast revenue on a quarterly and fiscal year basis.
  • Works with Account Managers and/or Sales Management team to identify new business.
  • Evaluates the broader context of decisions and anticipates the impact on other departments/customers.
  • Recommends pricing and negotiation strategies, as well as modifications to the product/service line, for the sale of products to management.
  • Provides input on new product development projects (voice of the customer)
  • Keeps current with product, industry, and competitive knowledge.
  • Supports new product development by providing feedback to Product Managers regarding customer needs, market dynamics, and competitive assessments.

Consultative Selling

  • Possess ability to align IHS Markit Automotive products and services to customer applications.
  • Focuses on identifying and closing new business opportunities with new and existing customers.
  • Promotes and sells complex solutions with new and existing customers.
  • Identify new and up-sell opportunities.
  • Requires a significant amount of face-to-face customer interaction.
  • Utilizes advanced product knowledge and understanding of the business to display intelligent risk-taking and pursue more complex, integrated solutions.
  • Prepares and communicates pricing, proposals, negotiates the terms and conditions of the sale, and closes the final sale.
  • Prepares “Lessons Learned” analysis on all business gained and lost.
  • Anticipates customer issues before they arise and resolves customer problems as needed.
  • Understands and utilizes strategic selling.
  • Achieves/exceeds assigned sales targets on a consistent basis

Client Relationship Management

  • Develops strong working relationships with client by listening to and understanding client needs and keeping them informed of latest IHS Markit Automotive developments.
  • Encourages longer-term contractual relationships where possible to secure revenue streams.
  • Records all information into CRM management tool and maintains history of transactions and notes for complete customer profile.
  • Focuses on becoming an integrated extension of the customer.
  • Manages client expectations and cross-departmental interfaces.
  • Takes overall responsibility for delivery of products and services to clients.
  • Ensures all day-to-day client queries and issues are resolved to the client’s satisfaction within the minimum period of time, working with other departments within IHS Markit, where necessary.

Business Management

  • Records all information into CRM management tool and maintains history of transactions and notes for complete customer profile.
  • Maximizes profitability by managing costs and price as well as revenue.
  • Maintain Key Performance Indicators (KPI’s) to measure performance and demonstrate continual improvement.

Relationships/Contacts

  • Works closely with sales and production teams, management, customers, other cross-functional teams and vendors.

Minimum Qualifications

  • Bachelor’s degree in sales, marketing, or business field with at least seven years business-to-business direct consultative selling experience or equivalent combination of education and experience.
  • Business to business experiencepreferred
  • 2-5 years automotive industry knowledge or related field;
  • Demonstrated ability to develop client relationships.
  • Excellent negotiation, communication, customer service and presentation skills.
  • Ability to anticipate and handle difficult customer situations.
  • Experience using a database or software application.
  • Intermediate knowledge of Microsoft Office, including Word, Excel and PowerPoint.
  • Proven track record to achieve sales targets, conquest new business, sell broad-based solutions and is proficient at solutions selling techniques.
  • Proven ability to take on leadership initiatives and be a change agent.

Other Requirements

  • Frequent travel to local customer sites and/or trade shows.

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