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 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 - SEA, South Korea, South Asia & ANZ.
This role is balanced working model between home and in our modern and centrally located Singapore office with an excellent and a wide variety of services and transport links situated nearby.
Key Responsibilities
Generate new business development opportunities from targeted outbound activity, networking and referrals, to sell the value of our SaaS solutions to new logos in the APAC region
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
Becoming an expert in the Intelligence product suite (SaaS, subscriptions, data), our competitors and our clients, to provide excellent service & maximize sales
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 SDR
Defining and delivering a strategic sales plan, managing a robust pipeline, and preparing accurate sales forecasts, new growth ideas and contingency plans
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
At least 5 years experience in B2B business development practiced in value based selling
An ambitious, motivated, competitive individual, who is result driven
Someone who is coachable and constantly looking to improve
A hard working, resilient individual, who is accountable
Excellent relationship building capabilities with a curious mindset
High energy, driven, creative and able to lead by example to achieve target
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 with a grasp on sales methodologies such as MEDDIC, SPIN etc.
A proven track record, selling SaaS solutions and data intelligence in to the ASEAN markets
Proficiency in spoken and written English
Ability to work in a fast-paced environment, constantly overcoming obstacles
Desirable
Experience using Salesforce
Previous experience selling APIs, platforms or similar
A degree or equivalent qualification in any discipline or related experience
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.
