Job closed
Ref: KP955-462
Job description / Role
Global publishing company is looking for Account Managers/ Relationship managers to focus on B2B sales and building existing relationship based in Dubai – UAE.
Reporting to: Regional Account Director CEMEA (based in Dubai)
Summary purpose of job
•To sell Corporate Network memberships for the Eastern Europe and Middle East/North Africa groups and, where appropriate, Africa..
•To manage the existing accounts of Corporate Network members and ensure a high renewal and upsell rate
•To win incremental revenue from clients both new and existing from associated products such as in-house presentations and customised research.
•Liaise with Group sales teams to generate sales from other sources
•Support the Account Director in setting up and the running of events in Dubai (and other cities where appropriate)
Key accountabilities/Actions
•Meeting and exceeding revenue and sales-quantity targets in the region (new sales and renewal of existing clients)
•Supporting the Regional Account Director in sales development and account management
•Developing and demonstrating an understanding of businesses involved in emerging markets in the region
•Efficient and timely conversion of leads to sales
•Anticipating clients’ expectations and industry trends to develop insightful research programmes in conjunction with your direct management and editorial team
•Building and broadening relationships with existing clients and ensuring client satisfaction
•Support the running of events
•Telephone and face-to-face selling to international clients
•Acting as a trustworthy and reliable Company Group brand ambassador
Performance measures:
•Meeting and exceeding new business targets
•Meeting agreed sales action -plans (e.g. prospecting, sales meeting schedules, sales follow-up etc.)
•Generating robust client/account information that the editorial team can rely upon
•High level of account renewals
•Sharing information and forging open, trustworthy relationships across the Group
•Respect of The Company Group sales terms, conditions and ethics (negotiation and price, material delivery, invoicing accuracy)
Requirements
Skills and capabilities required:
•University degree or equivalent
•Solid B2B exposure
•Familiar with selling research studies, Data, Advisory services.
•Understanding of key business issues in the region
•Understanding of strategic business objectives of MNCs operating in the region (both indigenous and international)
•A sense for business trends in the region
•Good understanding of macroeconomic data, politics and business intelligence data
•High level of interest in the region’s economies
•Developed understanding of business and international organisations in the region
•Credible and advanced level of consultative selling
•Fluent English, proficiency in at least one other local language advantageous
•Credibility at a senior level
•Strong and proven negotiation skills at a senior level.
•Ability to work well in a team as well as being self-reliant and motivated
•Good presentation and administrative skills
•Tenacity, initiative and curiosity are all qualities that will be welcome
•Ability to travel throughout the region and occasionally beyond
•Experience in a face-to-face sales/ new business development role
•Experience in emerging markets highly desirable
•Business intelligence, data or consultancy-type background desirable
About the Company
Since 2010, our team has successfully placed some of the world’s finest graduate to mid and C-level talent in organisations across EMEA and APAC, and it all comes down to our niche approach and understanding of the market place, skill sets and trends.
From our offices in Dubai, Riyadh, London and Singapore, we run a sector specific operation. Meaning we specialise in your industry and are able to completely understand your vision, provide market insights and intelligence, and deliver the best talent to fit seamlessly into your operations.