Associate Director, Sales & Business Development
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Key skills for this role
About the Role
Dow Jones is seeking a senior Strategic Account Sales Manager to manage and grow product sales within key strategic accounts across the Middle East & Africa chemical industry. The role involves identifying, qualifying, negotiating, and closing complex enterprise solutions to exceed sales targets.
Key Skills for This Role
Responsibilities
- Meet or exceed revenue targets by identifying market expansion drivers and managing performance to plan
- Create and manage a robust new business pipeline in CRM (Salesforce) through prospecting, marketing sources, and customer meetings
- Demonstrate strong closing skills for large, complex enterprise solutions using deep regional chemical industry knowledge
- Build and nurture strong relationships with key decision makers, including C level executives
- Develop and execute comprehensive account plans in collaboration with leadership; provide accurate monthly forecasting
- Work cross functionally with commercial teams, product management, and Dow Jones Energy colleagues to drive cross sell opportunities
- Stay current on chemical industry trends, competitor strategies, and become expert in new OPIS products and services
Requirements
- Minimum 10 years of professional sales experience, with at least 8 years selling complex enterprise solutions to customers in Middle East & Africa
- Proven success calling on and building relationships with senior executives in chemical, petroleum, or refining sectors
- Strong history of uncovering customer needs and navigating buying process within multi national companies
- Expertise in consultative and value selling methodology
- Proficiency in CRM platform (Salesforce preferred) and Microsoft applications
- Exceptional closing skills and ability to work autonomously
- Excellent verbal and written English; fluency in Arabic is a plus
- Bachelor's degree (science or related technical field is a plus)
Full Job Posting
About the Role
- OPIS, a Dow Jones company, is seeking a highly motivated and experienced Strategic Account Sales Manager to manage and significantly grow product sales within key strategic accounts across the Middle East & Africa chemical industry.
- This is a senior sales position focused on identifying, qualifying, negotiating, and closing complex enterprise solutions to exceed ambitious sales targets.
- You will be responsible for maximizing profitable revenue growth and serving as a key ambassador for OPIS within the assigned territory.
About the Team
- OPIS, a Dow Jones company, provides price transparency across the global fuel supply chain, including the Spot, Wholesale Rack and Retail markets.
- OPIS enables customers to buy and sell energy commodities with confidence with multi platform access to accurate data, real time news, powerful software and educational events.
You Will
- Be accountable for meeting or exceeding revenue targets by identifying market expansion drivers, managing performance to plan, and adjusting sales initiatives as needed.
- Create and manage a robust new business pipeline in the CRM (Salesforce), generating leads through prospecting, marketing sources, and customer meetings (face to face and virtual).
- Demonstrate strong closing skills for large, complex enterprise solutions, leveraging deep regional chemical industry knowledge, negotiation, and relationship building skills.
- Build and nurture strong relationships with key decision makers, including C level executives, to increase sales and implement consultative and value selling methodologies.
- Develop and execute comprehensive account plans in collaboration with leadership, and provide highly accurate monthly forecasting (within 95% accuracy) based on your CRM pipeline.
- Work cross functionally with commercial teams, product management, and Dow Jones Energy colleagues to drive cross sell opportunities and ensure proper positioning of complex solutions.
- Stay current on the chemical industry, including market trends, business processes, competitor strategies, and quickly become an expert in new OPIS products and services.
You Have
- A minimum of 10 years of professional sales experience, with at least 8 years of demonstrated success selling complex enterprise solutions to customers in the Middle East & Africa.
- Proven success calling on and building relationships with senior executives in the chemical industry, petroleum, or refining sectors.
- A strong history of uncovering customer needs and navigating the buying process within multi national companies.
- Expertise in consultative and value selling methodology, with an acute business sense and comfort discussing value propositions.
- Proficiency in a CRM platform (Salesforce preferred) and Microsoft applications (Excel, Word, PowerPoint).
- Exceptional closing skills, persistence, and ability to work autonomously as a self starter.
- Excellent verbal and written English proficiency; fluency in Arabic is a plus.
- A Bachelor's degree (a science or related technical field is a plus).
Our Benefits
- Comprehensive Insurance Plans
- Paid Time Off
- Family Care Benefits
- Access to Dow Jones Products
- Subscription Discounts
- Employee Referral Program
- Employee Well being Support & Fitness Programs
Workplace
- #LI Hybrid
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