Sales Specialist, Risk

2 weeks ago

Singapore Dow Jones Full time

**Job Description**:
As part of the Asia Pacific B2B Sales Team, the Risk & Compliance Sales Specialist will drive new business revenue through any combination of the following activities:

- Participate in, lead and coach the business development process for the Risk & Compliance market across the South Asia region
- Educate the business development teams about the Risk & Compliance market dynamics, competition and develop effective positioning and knowledge for success
- Work with the business development teams to devise and implement territory business plans in order to identify growth opportunities and retain business.
- Contribute to or lead the writing of any proposal, statement of work or technical document relating the products
- Participate in, lead or coach the negotiation of terms, conditions, or price leading to closure of the contract
- Work with business development to prospect into organizations who could gain value from the Dow Jones Risk & Compliance solutions
- Other activities, tactics and behaviors as directed by management

Key Responsibilities
- Identify, qualify, develop and close new business as related to the Risk & Compliance products to achieve individual New Contract Revenue and overall Group revenue goals.
- Work as a support member for the business development organization, accelerating business development opportunities through the Dow Jones business development process.
- Work closely with marketing management to ensure that events, PR, branding and communication supports business development objectives and execution plans.
- Secure references from customers.
- Working closely with the market intelligence team monitor potential market opportunities and competitor to ensure we are maximising revenue and selling against competitors.
- Identify and analyse underlying customer business and business development issues in order to match the appropriate AML solution/technology to the customers’ requirements. A solution business development approach is a pre-requisite.
- Maintain relationship with external facilitators such as technology companies providing sophisticated AML solutions to the market
- Maintain records of business development visits, appointments, contacts and business development campaigns in the global CRM to provide timely management information.
- Educate the business development team in developing and implementing both territory plans and individual strategic account plans to expand Dow Jones’ presence within the compliance & risk segment.

Skills & Experience
- High level of initiative and self-motivation, ability to work in a team environment.
- Experience in selling information and/or compliance tools to senior business decision makers.
- Knowledge of the processes and daily workflow of compliance personnel.
- Ability to lead inspirational presentations in a customer-facing environment using a communication style appropriate to the audience.
- Ability to utilise effective influencing strategies to gain agreement or commitment to proposed solutions in order to help advance the business development process to the next level.
- Ability to identify and architect multi-faceted solutions to meet customer needs.
- Ability to drive new business opportunities within new prospects, as well as ability to upsell to existing Dow Jones customers within a team selling environment.
- Ability to identify key customer issues to determine the appropriate solution to satisfy customers’ needs.
- 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.
- Ability to effectively deal with changing expectations or challenges with clients as well as changes within Dow Jones’ product and service offerings.
- Degree level education
- This role requires occasional overseas travel to develop business development opportunities and support existing clients

Business Area: PIB - SALES

Job Category: Sales

Union Status:
Non-Union role

Since 1882, Dow Jones has been finding new ways to bring information to the world’s top business entities. Beginning as a niche news agency in an obscure Wall Street basement, Dow Jones has grown to be a worldwide news and information powerhouse, with prestigious brands including The Wall Street Journal, Dow Jones Newswires, Factiva, Barron’s, MarketWatch and Financial News.

This longevity and success is due to a relentless pursuit of accuracy, depth and innovation, enhanced by the wisdom of past experience and a solid grasp on the future ahead. More than its individual brands, Dow Jones is a modern gateway to intelligence, with innovative technology, advanced data feeds, integrated solutions, expert research, award-winning journalism and customizable apps and delivery systems to bri

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