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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.
