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Kpler is a global analytics and market intelligence platform founded in 2014, serving the commodities, energy, and maritime sectors. The company employs over 850 experts across 69 countries and delivers data-driven insights to help organizations navigate complex global trade.
You will lead Kpler's Arbitrage and Refineries sales effort across EMEA, managing a team of two Sales Specialists while also owning your own defined book of business. This is a dual-responsibility role combining individual sales achievement with people leadership.
Key responsibilities include:
- Owning and growing a defined territory for Arbitrage and Refineries products across EMEA, managing both new prospects and existing client expansion
- Managing and developing a global team of two Sales Specialists, supporting their adoption efforts across their territories
- Developing and executing territory plans with clear priorities, account strategies, and commercial actions
- Managing the commercial pipeline for both your team and personal territory, focusing on revenue maximization and account expansion
- Driving new business and expansion by engaging senior stakeholders and understanding their commercial and trading needs
- Gathering direct customer and market feedback on products and competitors to inform Product and commercial strategy
- Ensuring accurate CRM records, client notes, opportunities tracking, and delivering reliable monthly and quarterly forecasts
- Collaborating with Account Managers on contracts and commercial terms to secure profitable agreements
- Partnering with Product, Business Units, and cross-functional teams to strengthen the product proposition
- Representing Kpler externally with professionalism, building strong relationships with senior stakeholders in the commodities and trading ecosystem
- Coaching and supporting Sales Specialists in their commercial development, territory strategy, and target achievement
Requirements:
- 5–7+ years of experience in a commercial or sales role with a proven track record of closing deals and achieving revenue targets in B2B environments; OR 2–3 years of management experience with a strong commercial background
- Strong understanding of commodities markets, including physical and financial pricing mechanisms and trading strategies
- Strong knowledge of oil markets (essential), with familiarity with arbitrage tools and related commercial applications
- Experience selling data-driven, research-based, or intelligence products in a B2B environment
- Proven experience managing a regional or defined book of business, including pipeline generation, client engagement, renewals, and revenue growth
- Strong analytical and data interpretation skills, with ability to identify market trends and translate them into client opportunities
- Excellent communication and presentation skills, with ability to articulate compelling value propositions to senior stakeholders
- Strong CRM and pipeline management skills, preferably with Salesforce experience, with disciplined approach to forecasting and commercial activity
- Strong people management and coaching skills, with ability to support and develop Sales Specialists across different territories and markets
- Commercially driven and goal-oriented, with focus on revenue growth while building long-term client relationships
- Collaborative and adaptable, with ability to work effectively with cross-functional teams across different time zones and cultural contexts
- Curious, proactive, and resilient, with initiative to explore new opportunities and persistence to overcome challenges
Nice to have:
- Previous experience collaborating with Product, Research, and Marketing teams to influence go-to-market or product strategy
- Previous experience managing or leading Sales Specialists or other commercial teams
- Strong familiarity with the trading and arbitrage space
- Experience working with commodities data, market intelligence, research, or analytics products
