VP - Sales (Oil Products)

This leading provider of market intelligence to the global energy & commodity markets is looking to hire a senior sales person to market their services & solutions to customers active in the oil products markets - primary focus being transportation fuels, base oil, bitumen and biofuels.

This is an excellent opportunity for an analytical, inquisitive, numerate and literate communicant to share its Oil Products expertise in a fast-moving and politically significant global energy market.

Your role will include engaging with prospects and many internal stakeholders, bringing on one side your market expertise to support the sales process and on the other side your market feedback to internal stakeholders. You will enjoy collaborative work with colleagues from a range of backgrounds, many located in other offices around the globe.

What we’re looking for in you

• Work effectively across the organization with key stakeholders, this will include aligning with Sales around cross-sell and up-sell and focus on selling with a retention focus; align with product and business development about driving product roadmap and align with marketing around driving marketing activities to existing subscribers.
• Identify, evaluate, and execute new business opportunities relating to new price assessments, new products, and improvements to the existing product line.
• Ensure optimum activity levels are delivered as well as meeting Service Level Agreement targets.
• Educate clients on how to maximize the value they receive from a relationship with the company.
• Be a representation of the business to our clients, engaging them from the start of the commercial relationship through client visits, energetic feedback, and focusing heavily on client satisfaction.
• Provide excellent customer experience to our customers from smooth on-boarding to resolving queries within the desired service level agreement.
• Utilise the CRM to track accounts throughout their subscription lifecycle, analyse client usage trends and identify tactics to drive growth and protect revenues.
• Accurately maintain customer, user records and client engagement activity efficiently.
• Participate in client engagement initiatives to increase client retention and account penetration.
• Travel as required within the region.
• Gather competitor intelligence.
• Be the client advocate when the business is designing new products, engaging their feedback and voice to help shape changes to our products and launches of new offerings.
• Attend and coordinate marketing presence at relevant industry conferences/events and dedicated client events to increase awareness of our platforms and content.

Key Responsibilities

Understanding customers

• By understanding the themes in the markets, a range of industry types and customer personas and how they operate in their markets, you’ll know the challenges they face and can help shape the go-to-market approach so sellers can deliver compelling value propositions and win business.
• You’ll be joining face-to-face meetings and calls with customers and prospects, supporting sellers and bringing your insight to the table.
• As a sector specialist, you’ll use a range of industry conferences and events to gather insight and network with customers.

Collaborating as part of the global team

• You’ll be coaching new hires, helping them to understand the customers and markets they’re selling into, as well as supporting experienced sellers with your deep knowledge of our solutions and how they fit market needs.
• Communication and collaboration is key in this role. You will be the bridge between internal teams. For example, you’ll ensure customer and competitor feedback is gained and shared; you’ll work on product launches and reviews to shape the go-to-market strategy; and you’ll develop regional sector sales strategies alongside regional leadership teams.
• Executing commercial strategy.
• Through partnerships with a team of account managers in a range of global locations, you’ll ensure the right opportunities are identified, sized, and prioritised, before working alongside the sales team as needed to secure the business.
• By working closely with business development and editorial teams, you’ll be a strong voice on how best to drive growth in key geographic and industry segments, and converting these opportunities to actionable plans for sales and marketing.

Delivering results

• This is a commercial role so naturally there will be sales targets to hit, which you’ll achieve through your efforts supporting the sales team and working with a range of internal stakeholders.
• Your customer and market insight will drive successful product launches, measured in opportunity creation, conversion, and effective feedback into the product team to ensure value propositions are strong and resonate with customers.

Skills and Experience

• 10 years’+ experience in sales, preferably B2B information/data.
• Market experience in Marine Fuels, Base oil and Bitumen, especially on commercial dealings.
• Superb communicator, one-to-one and with groups, at all seniority levels.
• Pro-active, agile and able to work at pace.
• Comfortable reviewing data to identify trends, opportunities and challenges.
• Strong organisational and project management skills.
• Able to work effectively in a matrix organisation, using influencing and engaging colleagues to achieve your objectives.
• Willingness to work from our HQ at least 3 days a week.

For more information, please contact Peter Morgan at p.morgan@elevenassociates.com

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