Associate Director, Sales & Business Development

About the role

OPIS, a Dow Jones company, is seeking a highly motivated and experienced Strategic Account Sales Manager to manage and significantly grow product sales within key strategic accounts across the Middle East & Africa chemical industry. This is a senior sales position focused on identifying, qualifying, negotiating, and closing complex enterprise solutions to exceed ambitious sales targets. You will be responsible for maximizing profitable revenue growth and serving as a key ambassador for OPIS within the assigned territory. OPIS, a Dow Jones company, provides price transparency across the global fuel supply chain, including the Spot, Wholesale Rack and Retail markets. OPIS enables customers to buy and sell energy commodities with confidence with multi-platform access to accurate data, real-time news, powerful software and educational events. Our commitment to reliability is reinforced by personalized customer service and constant innovation. OPIS listens to what the energy community needs and responds with flexible and easy-to-use products. Navigating world fuel markets is complex - OPIS makes it simpler. You Will: Be accountable for meeting or exceeding revenue targets by identifying market expansion drivers, managing performance-to-plan, and adjusting sales initiatives as needed. Create and manage a robust new business pipeline in the CRM (Salesforce), generating leads through prospecting, marketing sources, and customer meetings (face-to-face and virtual). Demonstrate strong closing skills for large, complex enterprise solutions, leveraging deep regional chemical industry knowledge, negotiation, and relationship-building skills. Build and nurture strong relationships with key decision-makers, including C-level executives, to increase sales and implement consultative and value-selling methodologies. Develop and execute comprehensive account plans in collaboration with leadership, and provide highly accurate monthly forecasting (within 95% accuracy) based on your CRM pipeline. Work cross-functionally with commercial teams, product management, and Dow Jones Energy colleagues to drive cross-sell opportunities and ensure proper positioning of complex solutions. Stay current on the chemical industry, including market trends, business processes, competitor strategies, and quickly become an expert in new OPIS products and services. You Have: A minimum of 10 years of professional sales experience, with at least 8 years of demonstrated success selling complex enterprise solutions to customers in the Middle East & Africa. Proven success calling on and building relationships with senior executives in the chemical industry, petroleum, or refining sectors. A strong history of uncovering customer needs and navigating the buying process within multi-national companies. Expertise in consultative and value selling methodology, with an acute business sense and comfort discussing value propositions. Proficiency in a CRM platform (Salesforce preferred) and Microsoft applications (Excel, Word, PowerPoint). Exceptional closing skills, persistence, and ability to work autonomously as a self-starter. Excellent verbal and written English proficiency; fluency in Arabic is a plus A Bachelor's degree (a science or related technical field is a plus).

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