Do you enjoy consultative sales and managing various accounts in a global company?
Are you keen to work for a business that values risk-taking, curiosity and a diverse approach to solutions?
About the Business
At ICIS, our mission is to optimize the world’s resources. We help companies make strategic, sustainable decisions by bringing transparency to markets across the world. We create a comprehensive view of commodities markets, providing companies with the data and intelligence to successfully navigate across global value chains every day. Our customers benefit from instant access to price assessments, reports and forecasts, a dedicated news channel and supply and demand data. You can learn more about ICIS at the link below. https://www.icis.com/explore
About the Role
You are responsible for creating, developing and maintaining long term executive relationships across a portfolio of Key accounts in the region that lead to optimal business outcomes for the customer and ICIS. The successful candidate will be a resourceful, motivated individual with a high level of curiosity, passion to learn, courage to try, fail and win.
Responsibilities
- Create, develop, and maintain long term executive relationships across a portfolio of Key Accounts
- Identify opportunities for optimization and growth within each account
- Lead the implementation and launch of new products into the accounts
- Build and develop a plan for acquiring testimonials/case study/reference client status
- Build and maintain a balanced cross sell/upsell pipeline mix of ICIS solutions
- Negotiate and present contracts, gaining both customer and internal alignment and approvals with cross-functional partners (finance, legal, operations, etc.)
- Work with Client Success to implement mutually beneficial engagement plans
- Prepare, implement and execute Value Based Strategic Account Plans for each account
- Lead and execute joint value-based activities including Planning and Quarterly Business Reviews to meet sales objectives within agreed-upon budgets and KPIs
- Gain access and manage relationships with senior-level executives creating advocates for ICIS
- Record client engagement and communication using Salesforce.com and Gong
- Provide regular feedback to the business on customer workflows and processes that could provide new data & analytics opportunities.
- Actively participate in corporate and your own personal learning to support your performance and career development
- Collaborate and share your successes across regions and functions
Requirements
- 8 years of B2B sales experience
- Experience in the petrochemical industry or subscription-based solutions will be preferred
- Extensive experience in building partnerships and producing double digit growth in B2B sales within complex, multinational accounts
- Confident in building relationships and managing C-Suite stakeholders
- Strong commercial acumen and experience of negotiating contracts with large multinational companies
- Expertise in presenting new products to market, demonstrating their value and creating innovative launch plans for customers
- Proven success working with Marketing to deliver campaigns to drive growth in top tier accounts
- Good written and verbal communication and presentation skills
- Regional travelling will be required
Learn more about the LexisNexis Risk team and how we work here
