Head of New Business (Inside Sales)

Job description / Role

Head of New Business (Inside Sales), MENA

- Responsible for managing, growing and developing diverse sales team to improve pro-active lead generation, conversion rates and new revenue acquisition.
- Responsible for new business sales target for MENA region across Financial & Risk propositions.
- Implement sales strategies, sales campaigns and metrics to measure performance and the development of sales staff.
- Develop processes to improve customer experience by working closely with the customer, sales admin and support teams.
- Identify white-space and new customer requirements to identify new sales opportunities within the MENA region to support the growth strategy both with new customer acquisition as well as up-sells within existing client base.
- Work with existing and seek new channels partners to support growth initiatives and overall business strategy.
- Collaborate with other functional business unit heads on overall strategy and new initiatives to grow and drive the business forward.
- Define and manage the delivery of the new business lead qualification function and enhance the overall new customer acquisition process both from new revenue generation and customer experience stand point.
- Working with the Sales Management and Marketing teams you will be responsible for defining team allocations, ensuring delivery of a qualified volume of leads contributing to the sales pipeline and revenue according to sales strategy.
- Working effectively across Marketing, Product and Sales departments.
- Responsible for growing sales beyond Financial & Risk lead generation and identifying what is needed to take the cross-BU customer experience to the next level.
- This role will need to interact at a senior level (C level) mainly within the dedicated and teamed account profiles.
- Meet and exceed predetermined sales and revenue, recurring and outright targets for all new business accounts.
- Ensure adequate and improving customer experience.
- Provide feedback on pricing and commercial terms, campaigns or sales strategies that are relevant.
- Resolve where possible, or escalate any significant issues that may impact the client's relationship or perception of Thomson Reuters.
- Will be required to produce accurate and detailed sales forecasts and business /account plans for each client.

Requirements

- Sales experience, High level account management experience.
- Proven track record in managing teams and driving change in complex environments
- Excellent management skills and keen knowledge of customer behavior.
- Demonstrates critical thinking and problem solving skills in a sales/telemarketing environment (intensity/volume etc).
- Able to influence and negotiate across boundaries (internally and externally).
- Demonstrates leadership skills including developing and mentoring staff.
- Consistently works with abstract ideas or situations which impact cross functional business areas.
- Develops and implements corporate strategy and policies.
- Regularly interacts with executives and customers.
- Interactions frequently involve special skills, such as negotiating with customers or management or attempting to influence senior level leaders regarding matters of significance to the organization.
- Deep and thorough understanding of Financial and Risk markets and Thomson Reuters products and services, especially solutions that may be complex in design and execution.
- Good knowledge of TR commercial policy, and how this applies to various products and client types.
- Significant market knowledge to the extent where market events and trends can be easily translated into client business plans.

About the Company

Refinitiv is one of the world’s largest providers of financial markets data and infrastructure, serving over 40,000 institutions in approximately 190 countries. We provide leading data and insights, trading platforms, and open data and technology platforms that connect a thriving global financial markets community - driving performance in trading, investment, wealth management, regulatory compliance, market data management, enterprise risk and fighting financial crime. We are new market pioneers with 167 years of confidence. Breaking new barriers. Enabling more responsible, transparent and connected financial markets. We redefine what data can do. Through an open ecosystem, a high-performance culture, analytics, insights and technology.

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