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Principal Sales Professional

2 months ago

Oxford, Oxfordshire, United Kingdom Ricardo Full time

About Ricardo

Ricardo is a leading provider of innovative solutions for the chemical sector, with a strong focus on sustainability and decarbonisation. Our team of experts has a 50-year legacy of delivering response, chemical safety, and compliance solutions to the industry.

Job Summary

We are seeking a disciplined and prospecting-focused strategic sales professional to join our team. As a Principal Sales Professional, you will be responsible for targeting the largest chemical companies in the market, delivering a range of chemical compliance, safety, and sustainability solutions.

Key Responsibilities

  • Create and own your new business activity plan to targeted Tier 1 and Tier 2 enterprise organisations, deliver on this plan, and build a healthy pipeline of quality opportunities to hit quarterly and annual sales targets.
  • Develop a deep understanding of target persona's, their industry vertical, and the role and impact of chemical policy and sustainability on their business operations.
  • Manage and take full ownership of all aspects of the sales process, successfully converting inbound and outbound leads with a high level of responsiveness, and proactively building your own pipeline of new opportunities.
  • Using a value-selling based approach, create needs-based solutions and deliver high-quality scoping discussions and proposals as well as responses to RFPs – from contextual understanding of business challenges through to solution design and pricing.
  • Be consistently disciplined with sales forecasting and track all sales opportunities through Microsoft Dynamics CRM to build a healthy and sustainable pipeline.
  • Work collaboratively with adjacent teams such as Marketing, Product and Customer Success to exchange knowledge, and design new ways to influence buying decisions and personas within your targeted prospect companies.

Requirements

  • Demonstrable experience and track record in penetrating large organisations through a multi-stakeholder approach to achieve and exceed sales targets.
  • Successful in New Business and selling Consultancy or Saas (long term, recurring revenue programmes) to Enterprise segments with fluency prospecting in a range of industry verticals.
  • In-depth knowledge of the full sales cycle from prospecting to closing, and a track record building pipeline, closing and hitting sales goals.
  • Ability to use a data and an insight-first approach to stimulate prospects thinking and create meaningful impact-driven stories to promote offerings all the way through the sales cycle.
  • Start-up or scale-up experience, comfortable operating in a fast-changing environment, working with maturing but limited resources, and delivering high-quality work at speed.

Desirable Experience

  • Experience team leading, or supporting, other sales professionals achieve their own objectives.
  • Experience of working within a consultative sales environment, for example within a consultancy, software, or similar environment.
  • Experience in working within a sustainability, risk management, chemical response, regulatory or safety business area.
  • Due to operating in a number of global markets, fluency in a major language would be advantageous but not a requirement.
  • Experience working with a CRM system, especially MS Dynamics, would be an advantage.

Skills and Behaviours

  • An organised, commercially aware, target focused sales professional who appreciates excellent self awareness, discipline and rigour are critical to the achieving this.
  • High levels of personal drive, commitment and tenacity to create a prospecting and outbound sales programme.
  • Disciplined in your approach to preparation and research, to ensure you are fully prepared for any sales meeting opportunity and/or challenge.
  • Be an excellent communicator and presenter to build rapport and strategic client relationships as well as excellent engagement with colleagues to optimize effective team dynamics and support.
  • Enthusiastic about sharing knowledge and expertise with the team to encourage improvement in the function of the go to market function within the team.
  • Comfortable working in a dynamic operational environment, occasionally involving elements of quick decision-making.

About Working at Ricardo

We are a diverse and inclusive workplace, welcoming individuals from all backgrounds. Our culture values every voice and supports employees to find their place. We encourage innovation and expertise to make a positive impact through our projects, supporting communities across the globe in becoming safer and more sustainable.

Work Life Balance

We offer flexible approaches to work, whether that is working from home, being in the office, or as a hybrid worker. We're happy to discuss flexible working arrangements. Wellbeing is at the core of our culture, allowing employees to flourish and to achieve their full potential.

Benefits

We want you to know how much you are valued. Your remuneration and benefits package will reflect that. You will receive a range of benefits which include support for your physical and mental health.

Diversity, Equality, and Inclusion Statement

We are an Equal Opportunity Employer, we believe in each person's potential, and we'll help you reach yours. We have an ambitious diversity, equality, and inclusion approach as explained here. We value diversity; recognising that a more diverse workforce creates a richer and more varied working environment. Diversity also drives innovation, by allowing us to offer our clients the best consultancy service that we can. As part of our commitment to engage positively and pro-actively with all our employees and to ensure an inclusive culture, we are a recognised as a 'disability confident' employer.