Why We Work at Dun & Bradstreet

We are at a transformational moment in our company journey - and we’re so excited about it. Each day, we are finding new ways to strengthen our award-winning culture, and to accelerate creativity, innovation and growth. Our purpose is to help customers improve business performance with Dun & Bradstreet’s Data Cloud and Live Business Identity, and we’re wildly passionate and committed to this purpose. So, if you’re looking to make an immediate impact at a company that welcomes bold and diverse thinking, come join us!

The Team: The sales team is responsible for all I&A customers and all new UKI business that doesnÕt sit within our strategic channel. The I&A Sales team is made up of two main areas, the I&A Growth and I&A Retain & Protect teams. This role sits within the team that is responsible for exectuting the sales strategy across a number of specified accounts within the Retain & Protect team. Our aim is to retain, protect and organically grow customer relationships by putting them at the center of what we do to ensure full value is realized. Exceptional phone based relationship builders and a great team player, members of this team are responsible for sales activites for current customers. The team is primarily focused on the following business categories: Finance Solutions; Sales & Marketing; Third Party Risk and Complaince. The Role: The role will be responsible for contributing to the delivery of an on or above target performance against all non-automated I&A Existing Account revenue targets, as well as a number of individual portfolio based targets and metrics, with the aim to minimize attrition and maximise growth. Using the Challenger sale framework, you will provide disinterested objective council to our clients acting as a trusted advisor at all times. You will support our clients to realise full value, be the gateway to the broader D&B team where applicable and demonstrate ROI of our commercial relationship wherever possible. The role will work very closely with our Existing Account Growth, New Business Growth and the Commercial Operations Automate functions. Key Responsibilities: Manage all non-rolling renewals and organic sales for the I&A customer base from discovery and definition onwards Be the Go-To person for a portfolio of Protect accounts and execute the Account Plan, ensuring value & commercial ROI is realized Respond to customer requests and queries as required and based on the channel operating model Recognize customers at risk of cancellation, flag and advise Saves or Protect team as appropriate Identify opportunities to grow accounts and own or collaborate inline with team territories Proactively work to move clients to our automated or growth segments To work proactively to generate, follow up and qualify territory based leads and enquiries To proactively work to minimize contract slips, reduction in spend and downgrades To minimise credits & cancellations wherever possible, honoring the client and our brand at all times Recognise the need and look to identify and where appropriate build, solution based sales by combining multiple product sets and solutions. Operate consultatively during the sales cycle and present the best solution to the customer based on their business goals Demonstrate the value propositions of our products and services by sector and persona Manage activities, tasks and actions in Salesforce.com to accurately and efficiently process all opportunities, leads and tasks inline with team policies To work collaboratively with our Buisness Development Advisors, Business Develpment Managers & Senior team members when required Work within sales as well as the teams that support us to help accelerate customer onboarding, adoption and ongoing customer satisfaction Provide feedback from clients to assess possible refinements to existing products and the need for new products To role model team behaviours at all times Ensure that all KPI and sales targets are consistently achieved Key Requirements: Ultimately, you should think from the outside in positioning yourself as a trusted advisor to our clients at all times. Paramount will be your true team spirit and desire to suceed; you will thrive on your personal success as well as the success of those around you. Commercially dynamic, yet maintains a friendly, thinking led culture with outstanding progression possibilities. You will possess the following experience, skills and competencies: ItÕs essential that Sales is your chosen profession, youÕre hungry to learn and eager to professionally develop Demonstrable track record in managing transactional as well as consultative sales A sound understanding of customer processes in marketing, compliance, credit and purchasing Be able to clearly articulate the business goal behind the creation of any proposal or recommendation The ability to think like a customer, intuitively understanding what the audience needs to know and how they want to consume it Educated to Degree level or equivalent preferred but not essential Excellent verbal and written communication skills are an essential requirement Good interpersonal skills and the ability to build rapport at all levels Motivated to succeed, enthusiastic, confident, dedicated and driven

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