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Vice President Sales, Americas

Reed Business Information
REE00BSS Requisition #


Vice President, Sales, Americas

About ICIS

ICIS is part of Reed Business Analytics (RBA), a division of RELX Group, a FTSE 20 company with revenues of $10 billion in 2018. ICIS make some of the world’s most important markets more trusted and predictable by providing data services, thought leadership and decision tools. We exist to help businesses in the energy, petrochemical and fertilizer industries make strategic decisions, mitigate risk, improve productivity and capitalise on new opportunities. Thousands of decisions are taken across supply chains every day using our intelligence and we make this possible through a global presence that delivers the targeted, local insights customers need to achieve growth in this new world of meaningful data. Shaping the world by connecting markets to optimise the worlds valuable resources.


The Role


As the senior commercial and strategic leader in the world’s largest petrochemical market, you will be responsible for delivering consistent, profitable growth in sales revenue through positive planning, direction, execution and management of all Sales personnel within both north and south America. You will be responsible for defining, developing and delivering on short- and long-term strategies to address key market opportunities and differentiating ICIS enhancing customer and prospect engagement and results by how we go to market.


You will direct resources to create a high-performance sales organisation across the Americas and will have the ability to hire, lead, manage, inspire and motivate people to deliver against regional, business and team objectives. The role will create and evolve a culture of trust and high performance by role modelling world class behaviours and hold’s self and others to account in delivering results and creating a truly differentiating, world-class sales team. You will have significant experience in implementing sales methodologies which are customer centric and which allow the organisation to lead with insight and you will ensure their adoption in sales and across the wider business. You should also have experience of leading an organisation from point provider to strategic partner with wider and deeper client engagement.


In this role, you are responsible for providing proactive and progressive leadership and for supporting the business on customer-facing initiatives which underpin our growth ambitions at ICIS.  We are passionate about understanding our customers and the value we create for them. You will be experienced in building relationships which take the organisation higher, wider and deeper into our customer as we continue on our journey to becoming a strategic partner with customers in some of the world’s most influential markets. You will deploy sales resources in the areas of the most potential and you will work with senior leaders to ensure that supporting functions are aligned to deliver the greatest possible customer experience. You will support the business to become digitally native and ensure the adoption of decision tools and content consumption maximising customer value at the point of use. You will be passionate about increasing customer satisfaction, engagement, mission impact, loyalty, innovation and revenue.


As a leader in the region, your responsibilities will include embedding customer-centricity across ICIS and you will champion the customer, insight and best practices across the organisation. You will demonstrate high-performance in everything you do and you will be able to coach and mentor other leaders in the business to bring their performance to the next level.


Experience & Accountabilities

  • Proven track record of leading large sales organisations in value based, customer-centric buying methodologies and exceeding objectives and financial goals
  • Experienced in working cross-functionally to create high performance organisation
  • Experienced in creating and developing sales strategies to maximise go-to-market resource and execute against market opportunity
  • Experienced at hiring, coaching, developing the best sales talent and quickly addressing under performance or behaviour to create leading and differentiated world-class sales cultures
  • Champion diversity and representation across all levels of the business as well as leading proactive succession planning and talent management to improve innovation and decision making
  • Customer centric and champion voice of market in business strategy and product/service priorities, increasing customer value and engagement
  • Strong communication skills in both verbal and written form and ability to collaborate, influence and manage remotely to work with other business functions and geographies
  • Ensure best practice and sales governance and adherence of self and team to all relevant policies and procedures


  • Enthusiastic and creative leader with the ability to inspire others, not just in sales but across the business
  • Curious about everything, willing to ask questions and challenge the status quo in order to provide better customer, employee and business outcomes
  • Passionate about proving a world-class customer experience
  • Excellent communicator, both verbally and written
  • Obsessed with desire for continuous learning and performance improvement with the ability to embed this within your team
  • Produce and deliver the necessary revenue and sales forecasting, management reporting, including full use of CRM system (Salesforce) and territory reports
  • Strong negotiation and experienced at C level engagement and public speaking
  • Drive the adequate levels of quality activity to exceed business objectives
  • Identify opportunities to formulate and develop meaningful business partnerships, alliances, acquisitions and client relationships that will leverage business opportunities and contribute to sustainable, profitable growth



RBI is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or accommodations@relx.com.








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