Staff Spotlight – Mehdi Jouini

In this series, we introduce key members of the Sparta team, to give you a bit more of a look at who it is that’s making the wheels turn here at Sparta, what makes them tick, and hopefully highlighting a few of the unsung heroes that are working hard behind the scenes. 

In this first interview, we speak with Mehdi Jouini, Sales Manager for Europe and the Middle East. Based in London. Mehdi joined us almost a year ago to boost our sales team ahead of the launch of our distillate and jet verticals. 

HOW LONG HAVE YOU BEEN WITH THE COMPANY?

I started in September last year, so it has now been nine months.

CAN YOU EXPLAIN YOUR ROLE

I manage sales for the UK, part of Europe, and the Middle East. My role involves contacting new clients, managing relationships with existing ones, striving to increase revenue and customer base and ensuring widespread usage of Sparta.

HOW DID YOU GET STARTED IN THE INDUSTRY?/CAN YOU GIVE ME A RUNDOWN OF YOUR CAREER PATH UP UNTIL THIS POINT?

Sure. I began my career on the cash equity sales team and client management at Natixis for a year. Then, I moved to a commodity trading house where I primarily traded minerals and metals for four years, two in London and two in Tunisia, where we established our MENA office. Following that, I returned to the UK to handle sales for Energy and Commodities data for TP ICAP. I did that for two and a half years before joining one of our clients, Sparta Commodities.

WHAT IS YOUR FAVOURITE PART OF WORKING AT OUR COMPANY?

To be honest, I think the most important aspect is that we are doing something that didn’t really exist in the market before. We are creating something new, truly helping our users in their daily activities, which makes it incredibly exciting to be a part of. We have the opportunity to revolutionise and digitalise the industry.

Also, the level of freedom and responsibility we have is fantastic. We have high expectations, but the company allows us to achieve our targets and expectations in our own style, according to how we see fit. 

WHAT ARE YOU MOST PROUD OF IN YOUR CAREER SO FAR?

I’m proud of the fact that I’ve done a lot of different things so far in my career, from working in an investment bank to trading physical commodities and now data. 

I also take pride in being a part of a company that brings a real contribution to the energy trading industry. We are bridging the gap between the energy sector and data utilisation, which is crucial for the industry’s advancement.

HOW WOULD YOU DESCRIBE OUR COMPANY CULTURE?

Our company culture is disruptive, primarily because we are introducing something new to the market. There’s a strong sense of ambition and the belief that we can make a significant impact on the company and the market. Everyone has an entrepreneurial and self-starter mindset, which drives our culture.

WHAT’S ONE THING PEOPLE DON’T KNOW ABOUT YOU THAT THEY WOULD BE SURPRISED TO FIND OUT?

Maybe that I used to have hair?

WHAT IS THE MOST INTERESTING PROJECT YOU’VE WORKED ON HERE?

A notable project would be the launch of the distillate and jet verticals. When I joined, we only had gasoline. However, we expanded to include distillates and officially launched this vertical in December, then Jet in June. We actively engaged in selling these products before they were even live. We managed to bring in a significant number of clients within the first two weeks after the launch. And feedback has been great, which always feels good. It was an exciting experience.

WHAT PIECE OF ADVICE TO YOUR YOUNGER SELF?

I would advise my younger self that it’s okay to fail sometimes as long as you learn from those mistakes. Experiences, even if they don’t go as planned, can still make you better.

HOW HAS YOUR ROLE EVOLVED OVER TIME SINCE YOU’VE BEEN HERE?

Initially, we were focusing on only one product, but now I have two products on my hands, and soon it will be three. We started with gasoline, expanded to distillate, and during the summer we will add naphtha. That gave me the opportunity to engage with more prospects and clients, from different desks and companies, who all have different needs.

Also, my role has developed in terms of a more strategic sales plan. With the addition of Doug, our CCO, a few months ago, we have started building a cohesive team and engaging in strategic planning.

WHAT ARE YOUR GOALS FOR THE NEXT FEW MONTHS/YEARS?

Continue to promote Sparta to new users and help to successfully launch our new verticals (naphtha, fuel oil, crude oil and freight).

WHAT IS ONE THING YOU WISH PEOPLE KNEW ABOUT YOUR JOB?

I think many people perceive sales professionals as individuals solely focused on selling a product, without concern for whether the client actually needs or wants it.

However, I strongly disagree with this perception because my role is not just about selling something to anyone. It’s about truly understanding the needs of clients and providing them with something that is genuinely valuable and beneficial. If I were only pushing for purchases, people would quickly realise it, and I wouldn’t be able to sell to a larger customer base. So, my sales role is more of an advisory role, helping clients find solutions that suit their requirements.

IF YOU HAD THREE WISHES, WHAT WOULD THEY BE?

PSG to win the Champions League.

Win the EuroMillions.

Health (may my liver never fail me).

WHAT’S ONE THING THAT SURPRISED YOU ABOUT YOUR CURRENT ROLE?

After a trial, people genuinely want to use Sparta. In my experience selling data for the past four years, this is not always the case. Usually, people need to be convinced and pushed to adopt a product. However, with Sparta, convincing clients is somehow easier, due to the quality of the tool. Once they try it and see its quality, they continue using it daily.

Also, a significant portion of our work goes into planning, strategy, and understanding the clients’ business needs. It’s not just about making calls and sending emails; the background work plays a crucial role. We prepare extensively, familiarise ourselves with each client’s business and needs, and tailor our approach accordingly. We are continuously learning how Sparta can be utilised by different types of traders and analysts.

WHAT’S THE LAST SONG YOU LISTENED TO?

The Weeknd, Adriatic Remix of “Moth to a Flame.”

WHAT, IF ANYTHING, ARE YOU CURRENTLY BINGE-WATCHING OR READING?

I’m currently in the middle of the last season of Succession. Please don’t spoil it for me if you’ve already seen the end!

WHAT’S ONE THING ON YOUR BUCKET LIST?

A trip to Japan before the end of the year hopefully!

Mehdi heads up our sales efforts in Europe and the Middle East and can be contacted at mehdi.jouini@spartacommodities.com

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Sparta is a live, pre trade analytics platform that enables oil traders, refiners, banks, hedge funds and wholesalers to have access to real-time and global actionable insights to capture market opportunities before others.

To find out how Sparta can allow you to make smarter trading decisions, faster, contact us for a demonstration at sales@spartacommodites.com