Commercial Director

This role may be based in Houston or Washington DC.

Control Risks is seeking a dynamic and entrepreneurial sales professional to drive new business growth for Control Risks ONE and Subscriptions in the Americas. The Commercial Director has a self-starter mentality and is expected to operate independently in building and executing a successful new business pipeline while collaborating with the Markets and Partnerships and other Control Risks’ service lines’ leaders. The successful candidate will lead directly and indirectly the growth of our client base in the Americas, with a particular focus on the US.

Tasks and responsibilities

New business

• Meet or exceed regional sales targets
• Devise and implement strategies for driving sales growth across the region
• Manage and/or support end-to-end lead generation process
• Oversees regional pipeline and provide timely and accurate sales forecasts
• Generate significant pipeline growth through lead acquisition and sales initiatives
• Negotiate proposals and contracts directly with customers and/or in support of colleagues involved in sales process
• Coordinate responses to regional RFPs and tenders
• Provide subject-matter expertise and sales support to geo-market leaders across the region
• Leverage existing and new strategic partnerships to drive sales and referrals
• Monitor market changes and competition to identify new opportunities and risks
• Cross-selling of Seerist as part of the Control Risks ONE offering.

Regional communication and marketing

• In collaboration with the regional and global marketing team, define and execute the regional marketing strategy
• Act as the subject-matter expert for Control Risks ONE to “champions” and colleagues across all service lines.
• Run training sessions as needed to ensure the solution is well understood
• Support the development of sales and marketing collateral

Product and service development

• Work with the global leadership team to drive ongoing innovation of the product and servicing through constant engagement with the market and clients

Requirements

Knowledge and experience

• Substantial experience selling travel, security and political risk, threat-monitoring, or threat intelligence services, and/or selling to corporate security or risk management departments
• Strong organizational skills with the ability to manage multiple sales in parallel, while maintaining excellent attention to detail
• Ability to communicate complex ideas concisely, articulately, and appropriately.
• Proven track record of meeting or exceeding sales targets
• Experience working in collaborative team sales process as well as an individual contributor.
• Pitching to C-level stakeholders, particularly Chief Security Officers and Chief Risk officers
• Experience managing sales teams preferred

Qualifications and specialist skills

• Bachelor’s degree (master’s degree preferred)
• Exceptional communication skills
• Strong presentation skills
• Strong English-language verbal and written communication skills
• Proficiency in Spanish and/or Portuguese preferred

Competencies

• Candidate must be proactive, entrepreneurial, compelling, and exceptional in front of clients, with a high degree of personal confidence and charisma to build relationships and win new business
• Listens to client needs, builds trusted relationships, delivers to client needs or finds solutions that are more appropriate within or before given timelines
• Organizes self and others, including effective prioritization and drives
• Clearly communicates expectations and accountabilities
• Analyzes situations and looks at the broader picture, looking beyond own team and department to take a global view on issues where appropriate
• Innovates to create and deliver value to meet the needs of the organization, its market and clients

Behaviors

• All employees are expected to display behaviors reflective of our company values: Integrity and Ethics, Collaboration and Teamwork, Commitment to People and Professionalism and Excellence.

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Benefits

• Control Risks offers a competitively positioned compensation and benefits package that is transparent and summarized in the full job offer.
• Control Risks supports hybrid working arrangements, wherever possible, that emphasize the value of in-person time together - in the office and with our clients - while continuing to support flexible and remote working.
• Medical Benefits, Prescription Benefits, FSA, Dental Benefits