Role Profile

The objective of the role is to successfully develop new business and meet sales target through regular sales activities and strategic engagements with partners and network.

Key Responsibilities
• Generate new opportunities from targeted outbound activity, networking and referrals
• Engaging with senior decision makers, qualifying, negotiating, and closing
• Effectively managing pipeline with accurate forecasting, creating urgency, using Salesforce to capture meetings, next steps, stages etc.
• Feedback valuable market and product feedback, constantly pushing your market knowledge, competitors and emerging technology
• Sharing best practice to the team and working closely with the wider sales team
• Defining and delivering a strategic sales plan, managing a robust pipeline, and preparing accurate sales forecasts, new growth ideas and contingency plans
• Generating new business by prospecting, following up on inbound leads and outbound telephone calls to develop relationships with clients
• Partnering with internal support teams throughout the deal lifecycle, from scoping custom projects to managing client deliverables
• Presenting detailed sales proposals to potential clients via online product demonstrations
• Taking consultative sales approach and own the entire sales process, from prospecting to closing deals
• Consistently exceeding monthly revenue targets
• Working collaboratively with Customer Success Team to ensure new clients are on-boarded smoothly
• Developing your understanding of Lloyd’s List Intelligence proposition, our competitors, and clients to enable maximised sales and revenue generation
• Conducting ongoing market and industry analysis. Identify marketplace trends and potential product development avenues to produce revenue growth
• Able to travel to clients based on business needs What we are looking for:

Essential
• Ambitious, highly motivated and competitive individual who is results orientated
• Someone who is coachable and constantly looking to improve
• A hard working, resilient individual, who is accountable
• A proven track record, selling SAS solutions and data intelligence
• Ability to work in a fast-paced environment, constantly overcoming obstacles
• At least 5 years’ experience in B2B business development practiced in value-based selling
• Proven experience in dealing with senior management in Chinese state-owned companies through a complex sale cycle
• The ability to identify new revenue opportunities and maximize product potential
• An excellent written and verbal communicator, able to build successful relationships both internally and externally
• Thorough understanding and execution of an end-to-end sales process with a grasp on sales methodologies such as MEDDIC, SPIN etc.
• Proficiency in written and spoken English.

Desirable
• Experience using Salesforce
• Experience selling into the financial services/banking/maritime sectors
• Proven experience selling business intelligence, insights, market data or editorial products and/or services
• A degree in any discipline