Associate Director

Description:

As the Associate Director of Sales & Business Development, you will maximize company sales and revenue growth within your assigned territory by identifying, qualifying, negotiating, and closing new business. You will also own a specific set of named accounts within the OPIS sales region and be responsible for driving revenue growth through retention, upselling, and cross-selling. You will develop and execute account plans and strategies for key customers in conjunction with sales & business leadership You will also work with Product and Sales Management to ensure proper positioning of solutions.You will report to the Executive Director of Sales & Business Development.

You Will:

• Identify customer needs & challenges and deliver the unique OPIS value proposition

• Deliver solution presentations to new customers and price for value relative to the appropriate product solution

• Build a network with key decision makers within customers’ organizations to expand & strengthen relationships and create new opportunities for sales of products, services, and consulting engagements

• Generate leads from face-to-face customer meetings and follow inbound leads from marketing, the research teams, industry events and other sources

• Create and manage your sales pipeline of new business opportunities in the CRM system

• Provide accurate monthly forecasts based on opportunities in the CRM sales pipeline

• Understand product sales cycles and challenges - including the strategies of competitors - and leverage that knowledge to hone sales strategies

• Travel approximately 30% of the time

You Have:

• At least 10 years’ business to business direct sales experience using consultative and value-selling methodology

   

• 5 years’ experience selling commodity price data, news, and analytics to customers in the Energy, Chemical and Renewables industries

• Succeeded in calling on Senior executives in the Energy and Chemical industries

• Experience negotiating and closing complex sales whilst building strong relationships with clients

• Working knowledge of business economics and comfort discussing value propositions with customers

• Experience uncovering the needs and buying processes at private & public multinational companies

• Used Google Suite applications, NetSuite, and Salesforce.com (preferred)