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Associate Manager, Commercial Operations, Compliance Risk and Diligence

Job ID 20001226 New York, New York

Our professionals balance analytical skills, deep market insight and independence to deliver solid, defensible analysis and practical advice to our clients. As an organization, we think globally. We create transparency in an opaque world, and we encourage our people to do the same. That means when you take your place on our team, you’ll discover a supportive and collaborative work environment that empowers you to excel. If you’re ready to share your perspective with the world, then you can make a real impact here. This is the Duff & Phelps difference. 

Kroll is the leading global provider of risk solutions. For more than 45 years, Kroll has helped clients make confident risk management decisions about people, assets, operations and security through a wide range of investigations, cyber security, due diligence and compliance, physical and operational security and data and information management services.

Kroll is a division of Duff & Phelps, a global advisor with nearly 3,500 professionals in 28 countries around the world. Our clients include publicly traded and privately held companies, law firms, government entities and investment organizations such as private equity firms and hedge funds. We also advise the world’s leading standard-setting bodies on valuation and governance best practices.

At Duff & Phelps, your work will help protect, restore and maximize value for our clients. Join us and together we’ll maximize the value of your career.
 
ROLE OVERVIEW:

An opportunity for the successful candidate to join a dynamic, focused, and successful team bringing a suite of best-in-class services and solutions to our Worldwide client base.

Working with and reporting to the Commercial Operations Manager, this is a new and pioneering role in the Kroll Compliance, Risk and Diligence (CRD) commercial operations team. The successful candidate will operate as the lead point of contact for any and all matters specific to an allocated set of key accounts, and provide broader commercial operations support to the global business development team.

Assist in shaping and developing business development strategies and procedures, assist in the delivery of client facing initiatives, and oversee the coordination and submission of the global RFP response process. Manage an existing portfolio of client relationships and support regional team objectives by retaining and growing revenue in important territories of Kroll CRD.

RESPONSIBILITIES: 

  • Commercial Operations Support: Assist the Commercial Operations Manager develop and implement sales strategies and processes to drive revenue. Manage delivery of strategic commercial initiatives which will evolve and adapts across the financial year. Provide regional support the Business Development Team.
  • Manage And Coordinate Rfp Responses: Receive, review, and analyze RFI/RFPs upon receipt, and coordinate and delegate responsibilities with business development colleagues as well as other internal departments. Oversee the RFP management process and incumbent technology solution.
  • Revenue Retention: Retain Revenue under Management (RUM) of a specifically assigned portfolio of customers and ensure customers' business needs are addressed. Meet or exceed annual net retention target.
  • Revenue Growth: Develop new business with existing clients and/or identify areas of improvement to meet sales quotas. Form new relationships within the assigned set of accounts and initiate sales activities to identify new buying centers and/or cross-sell opportunities of other Kroll services. Meet or exceed your annual revenue growth target.
  • Relationships: Develop trusted advisor relationships with key contacts, customer stakeholders and executive sponsors. Maintain excellent levels of customer satisfaction through regular communication. Client relationships are built and maintained via telephone, email, and regular in-person meetings (such as account review meetings; new buying centers etc.). Demonstrate leadership by collaboratively engaging D&P’s senior management and other internal stakeholders to lend support to the account management key objectives. Successfully collaborate with sales team colleagues to identify and grow opportunities within territory.
  • Rollout And Adoption: Ensure the timely and successful delivery of our solutions according to customer needs and objectives. Ensure appropriate levels of customer training and awareness are provided through your own means and by partnering with the designated Portal Support Team.
  • Strategic Approach: Create new strategic account plans, assess revenue potential and identify at risk revenue. Provide timely and proactive input to ongoing development of account plans to assess opportunities, threats and weaknesses. Outline targeted activities to penetrate your client base aimed at revenue retention as well as growth. Project manage all resources necessary to implement these plans.
  • Knowledge: Work closely in a team environment including research colleagues, technical and sales support to gain proficiency in presenting and proposing the whole range of Kroll CRD solutions, while managing client expectations.
    • Gather information on customer needs to solve customer business issues. Overcome objections, negotiate renewal contracts and pricing. Demonstrate an understanding of Kroll CRD products, pricing, administrative procedures, and organization to effectively answer clients’ questions or implement solutions in a timely fashion. Use this knowledge to help increase the value and adoption of our solutions by the client.
    • Maintain a current understanding of competitors’ offerings and industry/market trends.
  • Forecasting: Manage your revenue forecast and pipeline to ensure clear reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales via D&P’s CRM system. Use Salesforce to manage status updates, priorities and next steps.
 

REQUIREMENTS:

  • Bachelor's degree or equivalent in Business or Marketing or relevant commercial experience
  • Minimum of 2-3 years (UK) work experience in a B2B environment, ideally in the Compliance industry or where professional services have formed the focus of the transaction.
  • Proven work experience as an Account Manager, Key Account Manager, Commercial Operations Manager, Sales Account Manager, Sales Support, or other relevant role.
  • Proven experience in coordinating and writing RFI/RFP response documents.
  • Demonstrable strong ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level.
  • Skills required include strong organizational ability, through tasks prioritization and effective time management.
  • Enthusiasm, passion and a commitment to mutually successful outcomes for the client and Kroll are a must!



In order to be considered for a position at Duff & Phelps, you must formally apply via careers.duffandphelps.jobs

 

Duff & Phelps is committed to providing equal opportunities in employment. We will not discriminate between applications for reason of gender, gender identity, race, religion, color, nationality, ethnic origin, sexual orientation, marital status, veteran status, age or disability.

 




In order to be considered for a position at Kroll, you must formally apply via careers.kroll.com

Duff & Phelps is committed to providing equal opportunities in employment. We will not discriminate between applications for reason of gender, gender identity, race, religion, color, nationality, ethnic origin, sexual orientation, marital status, veteran status, age or disability.

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