Account Manager – US - Gas, Power and Energy Futures (GPE)
Summary: The Account Manager’s main responsibility is maximizing profitable company sales revenue growth within the assigned accounts 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 Natural Gas, Electric Power, Solar, Wind, Renewables and/or Energy Storage industries. Candidates should have shown success in 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, be adept at asking probative 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 candidate for this role must have excellent English communication skills (written and verbal). This position will carry quota for renewals and new business and possibly some small renewal business.
Compensation for this position will be salary plus commission.
The location for this position is preferably in Houston but other locations in Texas or the southwest will be considered as long as located near a major airport. Travel will be throughout the contiguous United States.
General Job Duties:
The Account Manager, working within the IHS Markit Gas, Power and Energy Futures Team for the US, 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 GPE US customer base and will have responsibility for developing new business both within the named accounts as well as at new accounts to IHS Markit GPE.
The Account Manager will be responsible for the following:
Accountability for driving revenue growth across IHS Markit's GPE 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 (CRM) platform within the assigned territory, generating leads from face-to-face meetings and discovery calls with customers as well as following inbound leads from marketing, the GPE Insight team, industry events and other sources.
Based on opportunities in the sales pipeline in CRM, 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 GPE 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 GPE 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 GPE offering portfolio and strive to become expert level within 12-18 months.
4 year College Degree. Science or related technical field a plus but not necessary. Sales experience in or to the Natural Gas, Electric Power, Solar, Wind, Renewables and/or Energy Storage industries preferred.
A minimum of 10 years sales experience, with at least 8 years of experience in selling complex enterprise solutions to customers in the United States.
Demonstrated success in closing large and complex sales through regional GPE 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 (Excel, Word and PowerPoint).
Proficiency in a Customer Resource Management platform required. Salesforce preferred.
Must be flexible with the ability to work effectively and collaboratively with all colleagues.
English (verbal and written) conversational business proficiency required.
TRAVEL: 35% of the time – some overnight travel required (once business travel resumes)