Description:
The prime focus of this role is to grow the Risk & Compliance business in the Middle East. Based in the UAE the Account Manager retains the existing portfolio of clients and for managing the complete solutions sales cycle for Dow Jones Risk and Compliance suite or products and services. You will build new business revenue through any combination of the following activities:
- MEET NEW BUSINESS TARGETS: Grow revenue for the R&C business across the region through new clients and by cross-selling/upselling existing ones.
- RETENTION: Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones R&C products and services address customers' needs
- RELATIONSHIPS: Build relationships with Senior Level customer contacts to retain the business and look for expansion opportunities within the R&C solutions.
- ACCOUNT MANAGEMENT: Responsible for all areas of account management, including the development of good account understanding, understanding clients' businesses and resolving issues promptly; understand competitor solutions the client is using and our customer's current and developing needs
- SALES REPORTING: Manage pipeline and forecast processes to portray the number of sales opportunities, the percentage of opportunities to close, the realistic timeframe and the potential revenue. Maintain accurate and appropriate client records within the global CRM system to provide management information.
- PROJECT MANAGEMENT: Organise and coordinate the efforts of other teams necessary to achieve sales goals. These can include colleagues from Product, Marketing, Customer Service and Editorial.
- TEAMWORK: Work on proposals, RFPs, tenders and retention projects with the extended team available.
Responsibilities/Accountabilities
- Identify, qualify, develop and close new business for the entire Risk & Compliance product portfolio to achieve individual New Business Revenue goals.
- Manage existing portfolio of R&C clients to ensure retention and increase contract value.
- Work with senior management and marketing to ensure that events, PR, branding and communication supports sales goals and execution plans.
- Identify and analyse underlying customer business and sales issues to match the appropriate Risk & Compliance solution/technology to the customers' requirements. A solution sales approach is a prerequisite.
- Maintain relationship with external facilitators such as technology companies providing advisory services to the market
- Contribute expertise around the strategic direction of the Risk & Compliance business on subjects such as brand, positioning, value proposition and product roadmap.
Knowledge, Skills And Experience Required
- Fluency in English. Arabic an advantage. Degree level education.
- 3+ years of experience selling information and compliance tools to senior business decision makers.
- Knowledge of compliance regulation across the region and familiarity with R&C solutions available on the market.
- Ability to drive new business opportunities within new prospects within the R&C market, and ability to upsell to existing Dow Jones R&C customers.
- Ability to utilise influencing strategies to gain agreement or commitment to proposed R&C solutions to help grow the sales process to the next level.
- Ability to speak about customers' issues to demonstrate/convey an understanding of it.
- Ability to maintain effectiveness when working with people of diverse cultures or backgrounds.
- Ability to effectively handle multiple activities and reprioritise to ensure revenue goals are achieved.
- This role requires extensive overseas travel to develop sales opportunities and support existing clients