Description:
The successful candidate will own a specific set of named accounts within the Middle East & Africa chemical industry and be responsible for the following:
- Accountability for driving revenue growth for the Chemical Market Analytics business to meet or exceed expectations, including identification of revenue drivers and metrics to focus on market expansion and penetration.
- Monitor performance-to-plan throughout the execution year and adjusting direction, focus and sales initiatives as needed to exceed your sales quota.
- Create and manage sales pipeline of new business opportunities in CRM within a territory through leads from marketing and other sources plus generating potential from face-to-face and virtual meetings with customers.
- Work in collaboration with commercial and other representatives of our family of Dow Jones Energy ltd products and services to help foment cross-sell in our key accounts.
- Based on sales pipeline in CRM, provide monthly forecasting within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan
- Understand the product sales cycle and challenges, including the strategies of competitors, and use this knowledge to hone sales strategies
- Build a strong network of relationships with key decision makers within the customer base to increase sales of Chemical Market Analytics products and services.
- Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership
- Maintain a thorough understanding of the chemical industry, including industry trends, business processes, industry financial measurements and key competitors.
- Work with Product Management to ensure proper positioning of complex solutions.
- Become a quick learner of new Chemical Market Analytics products and services and strive to become expert level
Qualifications
- A minimum of 10 years sales experience,
- 4 year degree. Science or related technical field a plus but not necessary. Sales experience in or to the Petroleum, Refining or Chemical industry preferred.
- Demonstrated success in closing large and complex sales through regional Base 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
- Proficiency with Microsoft applications required (Excel, Word and PowerPoint).
- Proficiency in a CRM platform required. Sales Force preferred.
- Must be flexible with the ability to work effectively and collaboratively with all colleagues.