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Regional Account Manager

3 weeks ago

Dubai, United Arab Emirates Risk Solutions Full time

Regional Account Manager - ICIS - Dubai

About ICIS

ICIS is a division of RELX Group, a FTSE 20 company with revenues of $10 billion in 2020 and an employee base of over 30,000 across 40 countries. We exist to help businesses in the energy, petrochemical, and fertilizer industries make informed strategic decisions, mitigate risk, improve productivity, and capitalise on new commercial opportunities. At ICIS we make some of the world’s most important markets more trusted and predictable, by providing data services, analytics, thought leadership and decision tools. Thousands of critical decisions are taken across chemical value chains every day using our intelligence and we make this possible through a global presence that delivers the targeted, local insights customers need to achieve growth in a rapidly changing world.

We shape the world by connecting markets to optimise the world’s valuable resources. With a global team of more than 600, ICIS has employees based in London, New York, Houston, Karlsruhe, Milan, Mumbai, Singapore, Guangzhou, Beijing, Shanghai, Dubai, Sao Paulo, Seoul, Tokyo and Perth.

What’s on offer?
- A highly competitive salary with commission/bonus of 66% of your basic plus industry leading accelerator plans to reward high achievers. Including a Benefits Package covering Pension, Healthcare and much more.
- The chance to work in a collaborative culture of high performance and success with colleagues who want to succeed and overachieve. Sharing a fantastic office space with a hybrid working model.
- Excellence Club - Open to the global salesforce with the top performers being flown on holiday as prizes
- Excellent opportunities for personal and career development supported by an extensive professional training programme covering:

- ; “
- “Onboarding” to help you gain a foundational understanding of the industry, our customers and all tactical and executional aspects of the job
- “Sales Training Academy” to improve every aspect of your customer interaction to drive better outcomes” and “
- “Sales Accelerator” Programme”. to capture and invest in the best talent in the business
- “Digital Selling Masterclass” to reach the right prospects, identify key decision makers and raise your digital brand
- International Travel to support the Geo-expansion plans of the business
- Access to cutting edge technology solutions to allow you to better navigate the sales process
- GONG - To support coaching and continuous improvement. Also capture all follow-ups and deliver a great customer experience
- High Spot - Tracking of content and contract interactions to allow you to monitor and manage the sales process
- LinkedIn Sales Navigator - To reach and interact with key market participants
- Vidyard - For video distribution to customers to support your biggest deals.

What are we looking for?
- An individual with a high level of energy, competitiveness, with a desire to learn and develop new skills and expertise to guarantee success in current and future roles.
- Self-motivated to succeed in their career, wants to grow and develop and is willing to work hard to achieve this.
- Has the flexibility to adapt to a fast-changing environment
- A creative problem solver who is curious about everything and willing to ask questions and challenge.
- Someone who can demonstrate success in a sales role and an understanding of complex commercial engagements.
- A team player who is willing to be brave, to try and not be scared to fail.
- Excellent communication skills, both written and verbally.

What are the Key Accountabilities?
- Deliver revenue growth within named Regional Accounts through value-based selling, by develop a deep understanding of customer workflow, market trends, competitive activity, opportunity and threats.
- Working collaboratively within the sales team ensuring that self and colleagues are committed to be a high-performance sales organisation that will differentiate ICIS via commercial excellence to capture market share and deliver customer value.
- Deliver against business and team objectives by role modelling world class behaviours and hold self and others to account
- Deployment of wider ICIS resources into areas of best impact to execute on market strategy in particular ensuring that supporting resources are effectively engaged to provide deep customer understanding.
- Increase both customer and employee satisfaction, engagement, mission impact, loyalty, innovation and revenue.

Which skills, experience, and behaviours suit the role?
- Significant experience in commercial execution
- Proven track record of success through execution of value based, customer-centric buying methodologies and exceeding objectives and financial goals
- A strong track record of driving growth in order to exceed financial and other business objectives in complex customer organisations.
- Well versed in creating and developing sales strategies to maximise go-to-market resource and execu