At CoreTRM, we are redefining the landscape of Commodity/Energy Trading and Risk Management (C/ETRM) with our modern, cloud-based software platform. Headquartered in Singapore, we serve commodity and energy trading organisations around the globe, simplifying the full trade lifecycle from capture through operational logistics to financial settlement.
Our risk management features enable management to track profit and loss, positions and credit, monitor risk metrics, duties segregation, and ensure adherence to trading limits in real-time - making us a trusted partner in navigating the complexities of the trading world.
Our Work Culture:
We believe that our strength lies in our people. Our multinational, diverse and dynamic team brings a wealth of perspectives and experiences, fostering an environment rich in innovation and collaboration.
We pride ourselves on a vibrant work culture that encourages continuous knowledge transfer, ensuring every team member, regardless of their role, can grow professionally and contribute to our shared success. All successes, whether small or big are recognized and celebrated.
Join us and be part of a progressive company which creates meaningful impact for our clients worldwide.
Due to rapid expansion, we are seeking a highly motivated and knowledgeable Senior Sales Consultant to join us. This role reports directly to the CEO and is critical to the achievement of company revenue targets and helping the company achieve industry dominance.
This role is a mixture of the acquisition of new clients (60%) and maintaining and growing existing client accounts. (40%). The successful incumbent must have sales acumen, product expertise, and consultative selling skills within the enterprise software fields. A strong understanding of B2B sales processes, enterprise IT environments, and the ability to navigate complex sales cycles is essential for this role.
Key Responsibilities:
Client Relationship Management
- Work with internal teams to ensure successful onboarding of new clients
- Manage a portfolio of clients, acting as the primary point of contact for any inquiries, concerns and feedback related to the use of our E/CTRM platform
- Anticipate and identify potential issues before they escalate, providing proactive solutions to clients. Collaborate with internal teams (eg: Services, Support, Dev) to resolve clients concerns efficiently and effectively
- Develop and maintain strong, trusted relationships with key decision-makers and stakeholders
- Conduct regular check-ins with clients, obtain relevant data when needed (eg: clients usage trends) and work closely with internal teams (eg: product control, support team) to ensure clients are engaged, satisfied and fully leveraging our platform to achieve their desired business outcomes
- Contract renewal process - ensuring timely discussions and proactive engagement
Client Retention & Revenue Expansion
- Drive client retention by identifying opportunities to expand user count, platform usage and add value to their business processes
- Keep clients updated about new features, product developments, and enhancements that align with their needs. When necessary, work with internal teams (such as Marketing, Product Owner) to facilitate product demonstrations and training sessions to drive client adoption
- Ensure that our platform is helping clients achieve their business needs and where possible, identify and secure additional opportunities for new billable work
- Provide feedback and insights to the Product Owner to drive product improvements and/or new improvements to our product roadmap that align with clients goals and needs
Leads Generation/Market Knowledge
- Identify and generate qualified leads through various channels
- Able to understand prospects business needs and requirements
- Stay informed about the E/CTRM industry, trends, pain points, market gaps, competitor offerings, and product developments to strategically position our E/CTRM offerings
Product Expertise /Presentations & Demonstrations
- Develop and maintain an in-depth knowledge of the use of E/CTRM software in the oil and commodity trading industry and the functionalities of our E/CTRM software in order to communicate and convince prospects of its value proposition and business value
- Conduct discovery meetings with prospects to understand their pain points, requirements, challenges, and business processes/needs and map these to our E/CTRM software functionalities
- Initial presentation of our E/CTRM solution (when necessary) tailored to client requirements, clearly articulating its value proposition, business value, strategic fit and ROI
- Assist (when necessary) in delivering detailed compelling software demonstrations and presentations to key stakeholders, highlighting our software value proposition, business value, strategic fit and ROI
Sales Cycle Management
- Play an active role (where necessary) in the end-to-end sales process from initial contact through to contract negotiation and closure
- Assist in the creation of proposals, RFP responses, and pricing structures that meet prospects needs while aligning with company goals and values
- Participate (if required) in sales contract negotiations that result in a win-win situation for both sides, while aligning with company goals and values
Others
- Maintain accurate and up-to-date records of all sales activities and prospect interactions in the CRM system
- Provide support to the Marketing team when needed for any marketing campaigns
- Other ad-hoc duties when required
Qualifications:
- Strong experience, including proven track record of meeting or exceeding sales targets in enterprise software sales in a complex B2B selling environment
- Excellent communication, presentation, and negotiation skills
- Self-motivated, target-driven, and able to manage multiple priorities in a fast-paced environment
- Willingness to travel as required (domestic or international)
- Ability to engage with stakeholders at all organizational levels, including C-suite
- Strong understanding of enterprise software solutions. Commodity/oil trading experience is not essential but the incumbent must have the ability to pick up quickly the technical and industry jargon and understanding of our industry
