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 Shipping, Finance, Insurance to Fortune 500 companies, and we are looking for a Key Account Manager to join the team and play a key role in our success in 2024 and beyond.
The Key Account Manager will work on strategic accounts and will execute against sales goals with respect to forecasting and revenue attainment through value selling. This generally includes managing a renewable account base, qualifying, and disqualifying cross-sell business opportunities, learning customer decision/making process, creating, and maintaining accurate forecasts, negotiating contracts, closing business in a timely manner, and fully comprehending our SaaS offering.
The successful candidate will be ambitious, results driven, resilient and resourceful. In this role, you will be responsible for devising and implementing the sales strategy and meeting revenue targets within your book of business.
This role is permanent and offers balanced working with 2-3 days a week in our Singapore office.
Key Responsibilities
Owning and developing a defined set of accounts, fostering exceptional relationships to maintain current figures and hit annual uplift targets
Proactively hunting for new cross-sell business opportunities, targeting areas of the accounts that do not currently engage with our products and services
Managing and developing understanding of assigned client base to discuss and position opportunities to generate sales
Using Salesforce, effectively managing and forecasting sales per quarter
Defining and delivering a strategic sales plan across your accounts, managing a robust pipeline and prepare accurate sales forecasts, new growth ideas and contingency plans
Partnering with internal teams throughout the client lifecycle, from scoping custom projects to managing client deliverables
Becoming an expert in the Intelligence product suite (SaaS, subscriptions, data), our competitors and our clients, to provide excellent service & maximize sales
What we are looking for:
Essential
At least 7 years experience of relevant sales experience practiced in value-based selling
Proven experience in dealing with senior management in multi-national companies through enterprise selling with a complex sales cycle
Thorough understanding and execution of an end-to-end sales process with a grasp on sales methodologies such as MEDDIC, SPIN etc
Positive Impact and Influence able to manage internal and external relationships and adapt the approach as needed
Analysis and Decision Making can identify patterns in data, identify potential areas of focus and ability to make autonomous decisions on priorities on a day-to-day basis
Teamwork and Collaboration can work across different levels of seniority, different cultures and languages and as part of a team
Proficiency in spoken and written English
Ambitious, highly motivated and competitive individual who is results driven
Someone who is coachable and constantly looking to improve
An individual who is hardworking, accountable, and resilient
A proven track record, selling SaaS, business intelligence, insights, market data or editorial products and services
Ability to work in a fast-paced environment, constantly overcoming obstacles
Desirable
Experience using Salesforce
Previous experience selling APIs, platforms or similar
Previous experience working with strategic accounts in Financial Services, Risk and Compliance solutions
A degree or equivalent qualification in any discipline or related experience
Market experience dealing with strategic accounts in Singapore, Malaysia and/or Indonesia
Our Promise to You Benefits
Day off for your birthday
Work anywhere policy (up to 4 weeks per year, subject to approval)
Up to 4 days paid volunteering
Balanced working
Healthcare Insurance Plan
20 days of annual leave
14 days of outpatient sick leave
60 days of hospitalization leave (inclusive of 14 days sick leave)
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.
