Lloyd's List Intelligence are the trusted experts delivering transparent and actionable maritime data empowering 60,000 professionals around the globe to make confident decisions that drive the safe, efficient, and lawful movement of trade by sea. Our advanced analytics, artificial intelligence, and industry expertise transform our unparalleled data into unique insight delivered through data and analytics services, news and commentary, and publications. We have teams working across the globe in data and analytics, product management, editorial and market analysis, technology, marketing, sales, and customer success. Role Profile Our customers across the Maritime Industry, ranging from Governments to Fortune 500 companies, and we are looking for a Senior Account Executive to join the team and play a key role in our success in 2024 and beyond. The Senior Account Executive will develop and expand critical relationships as we launch new products and expand our services to customers and prospects worldwide. This is an excellent opportunity to employ your solutions selling experience in a B2B environment where you can gain a breadth of knowledge and develop your skills within a dynamic and challenging environment. This is a full-time permanent role reporting into the Head of Sales - Americas. This role is balanced working model between home and our modern and centrally located in New York with an excellent and a wide variety of services and transport links situated nearby. Alternatively, we will consider remote based candidates in the USA. Key Responsibilities
- 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 Maritime 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
What we are looking for: Essential
- At least 4 years' experience in B2B business development whilst working in a consultative and salutation sales environment
- Proven experience in dealing with senior management in multi-national companies through a complex sale cycle
- The ability to identify new revenue opportunities and maximise 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 e.g. MEDDIC, SPIN
- High motivated, dynamic, resilient, and target driven
Desirable
- Experience of working in a start-up or scale-up organisation
- Business modules/qualifications would be a significant advantage
- Experience or/and knowledge in the maritime industry or Compliance / Trade Based Money Laundering (TBML)
- Previous experience working in a PE backed business
- Experience using Salesforce
- Proven experience selling business intelligence, insights, market data or editorial products and/or services
Our Promise to You - Benefits
- Retirement (410K)
- Dental Insurance
- Medical Insurance
- Vision Plan
- Life Insurance and Accidental Death & Disablement Insurance (AD&D)
- Disability Insurance
- Principal Specified Disease
- Up to 4 Days Paid Volunteering
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most, but not all of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, we are proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, colour, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law. Please let us know of any adjustments we need to make for you to show us your best self.