Associate Director, Sales and Business Development

DOW JONES; Dubai; On-site; AED 330,000 - 404,000; Full time

Job summary

A leading firm in the chemical industry is seeking a highly motivated Strategic Account Sales Manager to significantly grow product sales within key accounts in the Middle East & Africa. The ideal candidate will have over 10 years of sales experience, particularly in managing and closing complex enterprise solutions. Responsibilities include building strong relationships with executives, managing performance and pipeline, and collaborating cross-functionally to drive growth. Strong negotiation and sales skills, with proficiency in Salesforce and Microsoft applications, are essential for this role.

Benefits

Comprehensive Insurance Plans

Paid Time Off

Family Care Benefits

Access to company products

Subscription Discounts

Employee Referral Program

Well-being Support & Fitness Programs

Qualifications

• Minimum of 10 years of professional sales experience in the Middle East & Africa.
• At least 8 years of success in selling complex enterprise solutions.
• Proven success in building relationships with senior executives.

Responsibilities

• Meet or exceed revenue targets.
• Create and manage new business pipeline in CRM.
• Demonstrate closing skills for large enterprise solutions.
• Build relationships with key decision-makers.
• Develop comprehensive account plans.

Skills

Sales experience

Enterprise solutions selling

Relationship building

Negotiation skills

CRM proficiency

Verbal and written English proficiency

Fluency in Arabic

Education

Bachelor's degree in a science or related technical field

Tools

Salesforce

Microsoft Excel

Microsoft Word

Microsoft PowerPoint

Job description

Description

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.

About the Team

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).

Our Benefits

• Comprehensive Insurance Plans
• Paid Time Off
• Family Care Benefits
• Access to Dow Jones Products
• Subscription Discounts
• Employee Referral Program
• Employee Well-being Support & Fitness Programs

#LI-Hybrid

Reasonable accommodation: Dow Jones, Making Careers Newsworthy - We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. EEO/Disabled/Vets. Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities, in our job application and/or interview process.