About Empirisys: Our purpose lies in the application of engineering and data science to help our clients solve process safety and related problems and reduce catastrophic risk. We achieve this through consultancy services and via SaaS products and we target high hazard and highly regulated sectors. We have a very strong technical team comprising engineering, operations and data science experts and an exciting and highly innovative product road map. Established in October 2020, we remain focused on our values and we prioritise our people through building and maintaining a culture of trust, respect, collaboration, and open-mindedness. We are proud to have been recognised as being in the Top 100 Best Places to Work by the Sunday Times in 2023 and we enjoy an reputation of excellence in our chosen sectors. We have significantly increased our annual revenue every year of operation and we have grown the team from the original two founders to a team of over thirty highly qualified people today, including a first class Board, chaired by an ex Board member of BP. We have a growth mindset and, as we approach a pivotal time in our business, we seek a highly capable Sales & Marketing Executive to accelerate growth over the next three years as we deliver our strategy leading to a possible exit event. We are a “hybrid by design” business with offices in Cardiff and Aberdeen, but we have a flexible approach to where, when and how people work. Normally, we would expect this role to be based in our Aberdeen or Cardiff office for 3 days per week on average. Benefits include: 25 days annual leave per annum plus statutory holidays Participation in share option scheme (subject to performance) Participation in performance related bonus scheme Employee assistance scheme Income Protection Scheme Life Assurance (death in service) Contributory pension Cycle to work scheme About the role: We are offering a unique opportunity to be engaged in an exciting growth phase of our business. We have a clear strategic plan, endorsed by our Board, to create a business where 80% of revenues derives from our software products over the next three years, and we are executing this successfully. We now need an experienced and professional Sales & Marketing Executive to support the sales, marketing and business development function and further grow the business. This role is critical to continuing our commercial success and increasing the scale of the business. The role reports to the CEO and will have responsibility managing external relationships with marketing, sales and PR consultancies. The appointee will support the delivery of the annual sales plan in Empirisys’ three core P&Ls of: Products, Data & Digital Consulting and Technical Consulting (with strong emphasis on the first two P&Ls) and will also be critical for delivering growth targets in new and emerging target sectors and jurisdictions. There is the potential for significant career development into a commercial leadership role as we grow the business, depending on performance. Tasks and Responsibilities: The Sales & Marketing Executive is expected to help deliver the following: Demonstrate Commercial Acumen Following the latest industry developments and staying up to date on key competitors Determine the pricing structure for our key products and sectors, in line with our pricing strategy, obtaining senior level approval as required Deliver Sales & Growth Develop and deliver presentations to clients, trade associations and at industry events to secure new business Research prospective accounts in target markets, pursue leads, and follow them through to a successful handover to the delivery team Collaborating with the P&L Leaders to plan and execute plans to protect and grow our revenue Manage and develop the sales process, ensure compliance with and consistent adoption of the company CRM system Lead and report into regular recorded sales meetings with key metrics to demonstrate progress against plan Develop and maintain a balanced sales pipeline of qualified opportunities to deliver the revenue requirements of the business Prepare accurate sales forecasting across the sales pipeline in close collaboration with the P&L leaders Create sales campaigns including social selling, exhibitions and conferences, and PR Work with key third parties on website development and search optimisation Building Our Brand Establish and maintain strong relationships with organisations and individuals to ensure the Empirisys brand is clearly understood Maintain relationships with current clients and identify new prospects Identify opportunities for up-selling and cross-selling our products and services Ensure the momentum of opportunities in the pipeline is maintained through appropriate customer interactions Communicating our value propositions to different stakeholders via a mix of traditional and digital channels Ensure the continued good standing of the Empirisys brand in the market. Commercial Insight Researching, analysing, and agreeing pricing to maximise sales and maintain healthy profit margins Understand our target markets, including industry, company, project, company contacts and which market strategies can be used to attract clients. Identifying opportunities by keeping track of competitor activity Using industry knowledge to identify potential new clients in target markets and increase market share by effective market research Ensure market and team insights are collated and analysed and used to shape our sales and marketing activities Content Creation Create engaging content for marketing materials and social media posts aligned to the target audiences and within the key messaging and value propositions set out in marketing strategy. Support the team with creating blogs, articles, presentation abstracts and white papers Update the website regularly with changes incl. uploading new blogs, whitepapers, case studies and new employee profiles Event Coordination Organise and coordinate our annual events calendar, which includes European and UK exhibitions/ conferences as well as hosting local events Research to support event planning Ensure all events are well-planned and executed, reflecting the company’s brand and values Essential Skills & Knowledge Demonstrable experience of working in a B2B environment with the focus on SaaS products Demonstrable experience of successfully selling, and growing sales, in both professional services and SaaS (or other software) products The ability to manage yourself without supervision and provide clear strategy plans to the management team Possess a strong understanding of our products, our competition in the industry and our positioning Understanding of our target sectors with focus on oil & gas, chemicals, refining, net zero related energy sectors Creates opportunities, moves them through the pipeline and closes Builds and delivers structured sales process, and measures performance, using outcomes to correct course Skilled in social media to build the brand and win sales Relationship builder internally and externally with wide and trusted contacts in the industry Team management and development Demonstrate past client-focused solutions Right to live and work in the UK Driving licence Based in the UK, or willing to relocate to, Aberdeen or Cardiff Able and willing to travel within the UK and beyond Preferred: Technical knowledge relevant to Empirisys’ services and products Sales capability training & development Strategy development Degree qualified Experience of coaching others