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Account Manager

2 months ago

Dubai, United Arab Emirates Dow Jones Full time

Job Description:

When you join Dow Jones, you become part of one of the most dynamic, creative and savvy news and information companies in the world. As a global leader in news and business intelligence, we're newswires, websites, newspapers, apps, newsletters, databases, magazines, radio and television--including some of the widest-read and most-respected brands, like Factiva, The Wall Street Journal, and Barron's. Our media inform the discussions that are necessary to the world's commerce, while our databases make the business world more transparent. We develop technology to transform information into insight and insight into prosperity. From 58 countries and in twenty five languages, we enlighten and inspire audiences with creative and trusted content.

Joining a growing team, the Account Manager will focus on the management and growth of Dow Jones Risk & Compliance client portfolio in the Middle East. These are clients that are relying on our services for their anti-money laundering, counter terrorist financing and third-party risk management programmes. The Account Manager will initiate sales activity with new buying centres and new prospects across the region. Client relationships are built and maintained by telephone, email, and in-person meetings. An ability to develop strong business relationships in a phone-based and in person-based environment is crucial to the success of this role. The Account Manager is accountable for developing and implementing sales strategies and best practices to achieve revenue targets. Given the focus on risk & compliance, the Account Manager will require knowledge of compliance regulation across the region and familiarity with R&C solutions available on the market.

Position Summary Statement:

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

Our Benefits

  • Comprehensive Healthcare Plans

  • Paid Time Off

  • Retirement Plans

  • Comprehensive Medical, Dental and Vision Insurance Plans

  • Education Benefits

  • Paid Maternity and Paternity Leave

  • Family Care Benefits

  • Commuter Transit Program

  • Subscription Discounts

  • Employee Referral Program

#LI-Hybrid

Reasonable accommodation: Dow Jones, Making Careers Newsworthy - We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.EEO/AA/M/F/Disabled/Vets. Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities, in our job application and/or interview process. If you need assistance or accommodation in completing your application, due to a disability, email us at talentresourceteam@dowjones.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.

Business Area: Dow Jones - Business Intelligence

Job Category: Sales

Union Status:

Non-Union role

Req ID: 41669