Director - Maritime & Trade APAC - IHS - Sydney

Job description
Role Purpose:
To achieve and exceed IHS Maritime & Trade (M&T) APAC performance sales quota in the Territory
To develop and implement effective sales strategies and tactics (including supporting marketing activities), to maximise business growth for IHS M&T APAC
To develop, through leadership and coaching, the M&T focused Sales team and maximise its performance and continuously increase Colleague Engagement
To accurately forecast performance sales, by month and by quarter
Staff supervised directly: 4 - 6


Key Tasks and Responsibilities
Generate data subscription and transaction revenues to meet performance sales quota.
The Senior Director (SD) will have ultimate responsibility for achievement of Renewal and New Business sales performance quotas for the Territory. The SD will work closely with his/her team to ensure quotas are achieved.
Develop and execute a strategy for revenue growth, in line with the Company’s requirements. This to centre on a clear and structured sales plan, identifying target geographies, client segments, clients, resource allocation, value propositions, calling plans, performance KPI’s etc. The SD will be responsible for successfully executing against this plan.
Generate and execute sales campaigns and plays which drive revenue growth and report regularly on these through the Demand Generation cadence.
Initiate, with the regional marketing team, Marketing campaigns which drive revenue growth and report regularly on these through the Demand Generation cadence.
Effectively manage CRM accuracy in order to track pipeline and provide forecasts continuously. The SD will have working knowledge of key risks and opportunities affecting forecasts, and lead on corrective action plans where needed.
Coach the team to deliver/exceed their quota and other KPI’s. Continue to improve Colleague Engagement scores in the team. Build a culture of high achievement and continuous improvement.
Improve the level of understanding of each prospective client’s business and buying process and coach the team to call higher and wider, so that we maximise the value of each SSO and open up-sell and cross-sell opportunities.
Lead by example – personally develop and champion high value opportunities, execute with pace, energy and determination to succeed. He/she should be a true team player and at all times work proactively and constructively with the other members of the APAC M&T team and more widely across IHS.

Additional Responsibilities

Embody leadership across the IHS APAC M&T business and the wider IHS:

Engage collaboratively with colleagues from product management, marketing, editorial and other teams to help drive performance excellence
Continuously garner client feedback, channel this to colleagues and ensure that it is acted upon
Proactively participate in product development initiatives, to ensure that client needs are always front of mind
Look to generate cross-sell opportunities for colleagues
The Senior Director must lead by example in conducting themselves in a manner representative of the core values of IHS and act in the best interests of the wider company at all times.


Competencies, Experience and Skills Required

Industry experience or University degree (Bachelors or equivalent) in related field
Extensive proven management experience, leading Sales teams, and driving success through coaching, motivating and leading Sales Executives based across the APAC region
Strong ability and focus on forecasting, CRM management, pipeline management and marketing lead generation
An extensive successful track record selling Business Information solutions to C-Level
Problem-solving: the SD should anticipate and spot problems and issues, and drive solutions to these
Use of personal initiative: the SD should be capable of working on his/her own initiative, particularly with high value deals, to ensure that revenue opportunities across the whole range of services are maximised
People leadership: The SD is ultimately responsible for the effective management of the sales team
Decision-making: the SD will be required to make decisions on the most effective use of resource available to him/her
Communication: the SD should communicate effectively with their team sales staff and upwards to the VP of Sales
Organisation: the SD is required to effectively organise the APAC sales team to ensure every effort is taken to maximise sales.

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