Sales Specialist - Risk and Compliance

Job Description:

Job Description

Sales Specialist - Risk and Compliance

About Dow Jones:

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 unrivalled quality content for more than 125 years and today has one of the world’s largest news gathering operations globally. It produces leading publications and products including the flagship Wall Street Journal, America’s largest newspaper by paid circulation; Factiva, Barron’s, MarketWatch, Financial News, DJX, Dow Jones Risk & Compliance, Dow Jones Newswires, and Dow Jones VentureSource. Dow Jones is a division of News Corp (NASDAQ: NWS, NWSA; ASX: NWS, NWSLV).

About the role

Dow Jones Risk & Compliance is a specialist team within the wider Dow Jones organisation. We employ over 500 staff around the world that solely focus on the development and ongoing management of content-based solutions, monitoring technology and research services designed to help our global customers meet exacting customer,  payments, sourcing and trade finance screening requirements.

Over 7,000 clients globally – both in the financial, corporate and governmental areas – are relying on our services for their anti-money laundering, counter-terrorist financing and third-party risk management programmes globally.

As part of our investment plan, we are looking for a business development professional to partner with the Risk & Compliance Sales, Proposition, Product and Marketing teams globally and the wider Dow Jones Sales team.

The preference is to be based in Paris, but Brussels could also be an option with travel across the region and reporting into the EMEA Head of Sales for Risk & Compliance, the Sales Specialist will manage the complete solutions sales cycle for Dow Jones Risk and Compliance suite of products and services, with a particular focus on pipeline generation and prospecting. The Sales Specialist will build new business revenue through any combination of activities.

You will:

• Grow revenue for the R&C business across the region through new clients and by cross-selling/upselling existing ones.
• Devise and execute on business development plans to find new prospects and generate new opportunities
• Exceed on the position’s sales target and role based KPIs
• The role’s primary focus will be on generating and closing new opportunities across the region
• Opportunity generation will be a key activity, relying on the assertiveness and proactive, independent approach of the Specialist to develop successful campaigns and activities 
• Participate in and lead the sales process
• Engage with regulators and other thought leaders across the region
• Speak regularly at industry events
• Educate the Dow Jones sales teams about the Risk & Compliance market dynamics, competition and develop effective positioning and knowledge for the success of colleagues in sales
• Work with the sales 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 to the products
• Participate in, lead or coach the negotiation of terms, conditions, or prices leading to the closure of the contract
• Work with sales to prospect into organisations that could gain value from the Dow Jones Risk & Compliance solutions
• Other activities, tactics and behaviours as directed by management

• Fluency in French and English. Ideally, degree-level education.
• Experience in selling information and/or compliance tools to senior business decision-makers.
• Proven track record of strong business development
• Ability to maintain high levels of activity for pipeline generation
• Ability to drive new business opportunities within new prospects, as well as the ability to upsell to existing Dow Jones customers within a team selling environment.
• Ability to utilise effective influencing strategies to gain agreement or commitment to proposed 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 effectively handle multiple activities and reprioritise when necessary to ensure revenue goals are achieved.
• This role requires extensive overseas travel to develop sales opportunities and support existing clients