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Job description / Role
The prime focus of this role is to grow the Risk & Compliance business in the Middle East.
Based in the UAE the Strategic Account Manager - Risk & Compliance is responsible for retaining the existing portfolio of clients and for managing the complete solutions sales cycle for Risk and Compliance suite or products and services.
The Strategic Account Manager - Risk & Compliance will drive new business revenue through any combination of the following activities:
• MEET NEW BUSINESS TARGETS: Grow aggressively revenue for the R&C business across the region through new clients and by cross-selling/upselling existing ones.
• RETENTION: Retain contract revenue in the assigned set of customers and ensure the R&C products and services address customers' business needs
• RELATIONSHIPS: Build strong relationships with Senior Level customer contacts in order to retain the business and look for expansion opportunities within the R&C solutions.
• ACCOUNT MANAGEMENT: Responsible for all areas of account management, including the development of good account understanding, understanding clients' businesses and resolving issues in a timely manner; understand competitor solutions the client is using and the client's current and developing needs
• SALES REPORTING: Prepare accurate revenue forecasts each month for timely presentation to the Sales Director and Operations Manager.
• PROJECT MANAGEMENT: Organize and co-ordinate the efforts of internal resources necessary to achieve sales goals. These can include colleagues from Product, Marketing, Customer Service and Editorial.
• TEAMWORK: Work on proposals, RFPs, tenders and retention initiatives with the extended team available.
Key Responsibilities/Accountabilities
• Identify, qualify, develop and close new business for the entire Risk & Compliance product portfolio to achieve individual New Business Revenue goals.
• Manage existing portfolio of R&C clients to ensure retention and increase contract value.
• Work closely with senior management and marketing to ensure that events, PR, branding and communication supports sales objectives and execution plans.
• Identify and analyse underlying customer business and sales issues in order to match the appropriate Risk & Compliance solution/technology to the customers’ requirements. A solution sales approach is a pre-requisite.
• Maintain relationship with external facilitators such as technology companies providing advisory services to the market
• Contribute thought leadership around the strategic direction of the Risk & Compliance business on subjects such as brand, positioning, value proposition and product roadmap.
Requirements
• Fluency in English. Arabic an advantage. Degree level education.
• Experience in selling information and/or compliance tools to senior business decision makers.
• Extensive knowledge of compliance regulation across the region and familiarity with R&C solutions available on the market.
• Ability to drive new business opportunities within new prospects within the R&C market, as well as ability to upsell to existing R&C customers.
• Ability to utilise effective influencing strategies to gain agreement or commitment to proposed R&C solutions in order to help advance the sales process to the next level.
• Ability to speak knowledgeably about customers’ issues to demonstrate/convey an understanding of it.
• Ability to maintain effectiveness when working closely with people of diverse cultures or background.
• Ability to effectively handle multiple activities and reprioritise when necessary to ensure revenue goals is achieved.
• This role requires extensive overseas travel to develop sales opportunities and support existing clients
About the Company
At Hays, we invest in lifelong partnerships that empower people and businesses to succeed. With over 50 years’ success under our belts and a workforce of 10,000+ people across 32 countries, we’ve evolved to put our customers at the heart of everything we do.
So much more than a specialist recruitment business, what really sets us apart is our knowledge through scale, deep understanding and our ability to meaningfully innovate for our customers. By providing advice, insights and expertise on issues you face today in the fast-paced world of work, we help you make the right decisions for tomorrow.
Offering an unrivalled suite of recruitment and workplace solutions, whether you’re looking for what’s next in your career, or have a gap to fill, we’ll help you get where you want to go.
You can rely on us to deliver today and help you plan for tomorrow.