Business Development Manager – Risk & Compliance recruitment
The Dow Jones Risk Compliance business helps financial institutions and corporate customers meet international Anti Money Laundering (AML), Know Your Customer (KYC) and Anti-Corruption regulations, enabling them to consider their clients and partners as an opportunity for growth rather than a legal or reputation threat. The AML, KYC and Anti-Corruption segment of the information market is now one of the fastest-growing and mission critical areas in the information business. In recent years the Dow Jones Watchlist (formerly Factiva Public Figures Associates) product has enjoyed significant growth and we are now pursuing a variety of new initiatives to build on this success and expand our position in the risk compliance space.
As part of our investment plan, we are seeking exceptional business development professional to work in close partnership with the Risk Compliance Sales, Product and Marketing teams globally as well as the wider Dow Jones sales force. Based in London, the Business Development Manager, Dow Jones Risk Compliance roles is responsible for managing the complete solutions sales cycle for Dow Jones Anti-Corruption solution portfolio in key markets and verticals across EMEA, with a particular focus in the UK. This includes working with customers, prospects and internal colleagues including Sales, Product, Marketing and various consulting staff as necessary. From the Target stage through to Contract stage and delivery, the Business Development Manager, Dow Jones Risk Compliance is responsible for identifying and presenting appropriate solutions to customers and prospects.
As part of the Risk Compliance specialist team the Business Development Manager will drive new business revenue through working with the sales teams to devise and implement territory business plans in order to identify growth opportunities and retain business, by contributing to or leading the writing of any proposal, or by participating in, leading or coaching the negotiation of terms, conditions, or price leading to closure of the contract. Business Development Manager is to work with sales to prospect into organisations who could gain value from the Dow Jones Anti-Corruption solution portfolio as well as being responsible for the following:
• Identify, qualify, develop and close new business for the Anti-Corruption solution portfolio across EMEA but primarily in the UK.
• Work as a support member for the Direct Sales, Inside Sales, and Government and Global Account sales organisations, accelerating sales opportunities through the Dow Jones sales process.
• Work closely with the market intelligence team to monitor potential market opportunities and competitor to ensure we are maximising revenue and selling against competitors.
• Work closely with marketing management 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 AML solution/technology to the customers’ requirements. A solution sales approach is a pre-requisite.
• Maintain relationship with external facilitators such as technology companies/advisory firms providing complimentary solutions to the anti-corruption market.
• Educate the sales team in developing and implementing both territory plans and individual strategic account plans to expand Dow Jones’ presence within the compliance risk segment.
• Contribute thought leadership around the strategic direction of the Risk Compliance business on subjects such as brand, positioning, value proposition and product roadmap.
The successful candidate will be self-motivated with the ability to effectively handle multiple activities and reprioritise when necessary to ensure revenue goals is achieved. We are seeking a professional with the ability to lead inspirational presentations in a customer-facing environment using a communication style appropriate to the audience as well as to have the following attributes:
• Experience in selling information and/or compliance tools to senior business decision makers
• Knowledge of the processes and daily workflow of compliance personnel.
• Understanding of internet and intranet applications, emerging web technologies, and industry trends. Knowledge of data feeds and APIs particularly useful.
• 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 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 effectively deal with changing expectations or challenges with clients as well as changes within Dow Jones’ product and service offerings.
If your experience, skills and motivations match this position then please submit your CV and a cover letter that must detail your salary expectations.
Please note only candidates requested for interview will be contacted