Team Lead – Sales Specialist, Arbitrage & Refineries

As Team Lead - Sales Specialist, Arbitrage & Refineries, you will play a dual role, combining individual commercial ownership with the leadership and development of a team of Sales Specialists.

You will be responsible for developing the global penetration and adoption of Kpler's Arbitrage and Refineries products, while owning and growing your own defined book of business within the EMEA region.

Working closely with Sales, Business Units, Product, and other Commercial teams, you will strengthen Kpler's market position, drive revenue growth across new and existing clients, and ensure the Sales Specialist team is consistently identifying and converting commercial opportunities.

You will lead a team of two Sales Specialists across global territories, supporting them with territory planning, pipeline development, forecasting, and client engagement. Alongside your management responsibilities, you will maintain your own commercial pipeline and book of business.

The ideal candidate will bring strong commercial experience, a passion for commodity markets and trading strategies, and the energy and intellectual curiosity to engage credibly with senior commodity traders.

Key Responsibilities

• Own and grow a defined book of business for Kpler's Arbitrage and Refineries products within EMEA, covering both prospects and existing Kpler clients.
• Manage and develop a global team of two Sales Specialists, supporting them in driving adoption of Arbitrage and Refineries features across their respective territories.
• Develop and execute territory plans with the team, ensuring clear priorities, account strategies, and commercial actions.
• Manage the commercial pipeline for both the team and your own territory, with a focus on creating value, maximising revenue opportunities, and increasing spend within priority accounts.
• Drive new business and expansion opportunities by engaging senior stakeholders and understanding their commercial and trading needs.
• Gather direct customer and market feedback on products and competitors, using these insights to inform Product and commercial strategy.
• Ensure the team maintains accurate and up-to-date CRM records, including client notes, opportunities, and activity, and delivers accurate monthly and quarterly forecasts.
• Collaborate with Account Managers on contracts and commercial terms to secure profitable agreements while ensuring compliance with company policies.
• Partner with Product, Business Units, and other cross-functional teams to share expertise, strengthen the product proposition, and drive organisational success.
• Represent Kpler externally with professionalism and credibility, building strong relationships with senior stakeholders across the commodities and trading ecosystem.
• Coach and support Sales Specialists in their commercial development, helping them identify opportunities, build effective territory strategies, and consistently deliver against their targets.

Skills and Experience

• 5-7+ years of experience in a commercial or sales role, with a proven track record of closing deals and achieving revenue targets in a B2B environment; alternatively, 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 is 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 ownership of pipeline generation, client engagement, renewals, and revenue growth.
• Strong analytical and data interpretation skills, with the ability to identify market trends and translate them into relevant client opportunities.
• Excellent communication and presentation skills, with the ability to articulate compelling value propositions to senior stakeholders.
• Strong CRM and pipeline management skills, preferably with experience using Salesforce, with a disciplined approach to forecasting and commercial activity.
• Strong people management and coaching skills, with the ability to support and develop Sales Specialists across different territories and markets.
• Commercially driven and goal-oriented, with a focus on revenue growth while building long-term client relationships.
• Collaborative and adaptable, with the ability to work effectively with cross-functional teams across different time zones and cultural contexts.
• Curious, proactive, and resilient, with the 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.