Job Description:Associate Director, Sales & Business Development – Chemical Market Analytics
Chemical Market Analytics by OPIS, a Dow Jones company, requires a highly motivated salesperson to manage and grow sales of our products with key strategic accounts. The location for this position is Dubai - UAE (remote to be considered) with travel throughout the Middle East & Africa.
Ideal candidates are sales professionals having demonstrated success calling on senior executives in the chemical industry and related market segments, offering a unique value proposition, delivering solutions and selling solutions specific to customer needs, whether identified by the potential client or through the discovery process executed by the successful candidate.
Candidates must have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, be highly money motivated, be effective at building relationships, have keen listening skills, be adept at asking probing questions, be assertive but not aggressive, with outstanding phone and interpersonal skills. Working knowledge of business economics and comfort discussing value propositions with customers is required.
The successful applicant’s main responsibility will be maximizing profitable company sales revenue growth within the assigned accounts focused on identifying, qualifying, negotiating, and closing new business to exceed sales targets.
Specific Job Duties:
The successful candidate will own a specific set of named accounts within the Middle East & Africa chemical industry and be responsible for the following:
Accountability for driving revenue growth for the Chemical Market Analytics business to meet or exceed expectations, including identification of revenue drivers and metrics to focus on market expansion and penetration.
Monitor performance-to-plan throughout the execution year and adjusting direction, focus and sales initiatives as needed to exceed your sales quota.
Create and manage sales pipeline of new business opportunities in CRM within a territory through leads from marketing and other sources plus generating potential from face-to-face and virtual meetings with customers.
Work in collaboration with commercial and other representatives of our family of Dow Jones Energy ltd products and services to help foment cross-sell in our key accounts.
Based on sales pipeline in CRM, provide monthly forecasting within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan
Understand the product sales cycle and challenges, including the strategies of competitors, and use this knowledge to hone sales strategies
Build a strong network of relationships with key decision makers within the customer base to increase sales of Chemical Market Analytics products and services.
Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership
Maintain a thorough understanding of the chemical industry, including industry trends, business processes, industry financial measurements and key competitors.
Work with Product Management to ensure proper positioning of complex solutions.
Become a quick learner of new Chemical Market Analytics products and services and strive to become expert level
A minimum of 10 years sales experience, with at least 8 years of experience selling complex enterprise solutions to customers in Middle East & Africa.
4 year degree. Science or related technical field a plus but not necessary. Sales experience in or to the Petroleum, Refining or Chemical industry preferred.
Demonstrated success in closing large and complex sales through regional Base Chemicals industry knowledge, negotiation and relationship building skills.
Proven ability to uncover needs and the buying process at private and public multi-national companies.
Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs, challenges and goals.
Experience in developing and implementing strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively
Proficiency with Microsoft applications required (Excel, Word and PowerPoint).
Proficiency in a CRM platform required. Sales Force preferred.
Must be flexible with the ability to work effectively and collaboratively with all colleagues.
English (verbal and written) proficiency required
Fluency in one or more other major European language a plus
A dynamic and engaging person, who enjoys building relationships, gaining expertise, and earning trust with our clients.
A natural presenter, comfortable leading virtual and in-person meetings.
Confident speaking with clients of all job levels and titles, from the day-to-day users of our services all the way up to C-level contacts at some of the largest retail companies in the world.
A self-starter with strong attention to detail who is comfortable with the changing priorities that come with a high-growth division.
Not afraid to strike up a conversation with someone in a professional environment and are happily developing and nurturing relationships with important industry contacts.
Driven by the desire to help others succeed, delivering the highest levels of customer service and professionalism.
Dow Jones is a global provider of news and business information, delivering content to consumers and organizations around the world across multiple formats, including print, digital, mobile and live events. Dow Jones has produced unrivaled quality content for more than 130 years and today has one of the world's largest news-gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal, America's largest newspaper by paid circulation; Barron's, MarketWatch, Mansion Global, Financial News, Investor's Business Daily, Factiva, Dow Jones Risk & Compliance, Dow Jones Newswires, OPIS and Chemical Market Analytics. Dow Jones is a division of News Corp (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).
Comprehensive Healthcare Plans
Paid Time Off
Comprehensive Medical, Dental and Vision Insurance Plans
Paid Maternity and Paternity Leave
Family Care Benefits
Commuter Transit Program
Employee Referral Program
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status. 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, please reach out to us at TalentResourceTeam@dowjones.com. Please put "Reasonable Accommodation" in the subject line.
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 firstname.lastname@example.org. 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: OPIS
Job Category: Sales
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Req ID: 37852