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As part of EMEA Corporate sales leadership team, the Regional Corporate Sales Manager (RSM) for Germany & Austria is accountable for retaining and developing the Corporate Sales Revenue in designated territories and accounts (both Financial and Non-Financial ones), as well as Prospects. The role is responsible for the development and implementation of sales strategies to achieve sales and revenue objectives with a strong focus on Professional Information Products (Factiva, DNA, R&C, Newswires) working strategically across the entire Dow Jones portfolio as appropriate.
The role entails a team management aspect, not least motivating direct reports to identify and pursue opportunities with their customers and prospects. Encourage, coach and support team members to close business and achieve their personal targets and in turn, assure the sales team achieves its target as a whole. Also, the Sales Manager will manage some key customers and prospects directly, not least those requiring a strong solution sales expertise and a higher touch.
The successful candidate will have strong business acumen – illustrated by superior Sales achievements – coupled with a proven sense of people and motivation to grow others. He or she will demonstrate enthusiasm for Dow Jones professional solutions as well as for its customers, which he or she will have a solid understanding of.
The role will be based in Germany (preferably Frankfurt), with domestic travels, and could require some infrequent international travels, and will report in to the Regional Sales Director Northern Europe, Germany & Austria.
Work closely with direct reports – designated Account Managers and Client Engagement Specialists, as well as with Sales Specialists to grow Dow Jones professional business within the assigned remit; including hiring the right profiles, developing skills and strengthening performance and retaining best talents through regular coaching,
Define a Sales Plan to achieve ambitious growth goals, working closely with the Regional Sales Director Northern Europe, Germany & Austria including developing account plans for growth accounts and retention strategies for top accounts to renew,
Provide accurate reporting and forecasting on a regular basis,
Provide Market feedback (Customers and Product) in order to optimize market positioning and growth as well as maintain and create long-term relationship with Dow Jones valued customers, reaching a balance between commercial agility and firmness,
Responsible for owning problems and cleverly coordinating internal resources to help solve past, current and future issues in a fair and balanced manner
Skills & Experience
“Make it happen and roll-up your sleeves” approach to sales leadership and “landing big deals”
Demonstrated understanding of the key market drivers in Germany and Austria including market maturity, emerging market segments, themes and trends,
Given the diversity in client experiences, the candidate must have an adaptable communication style while maintaining a warm, professional and credible demeanor,
High level of initiative and self-motivation,
Deep network, experience and understanding of the B2B information and/or technology industries, distribution channels, product positioning and institutional clients,
Interest and ability to explain emerging technologies that affect the business information sector,
Personal characteristics include intellectual and people curiosity including from diverse culture and horizon, an appetite to take up new challenges with courage and self-control, and ability to cope professionally with demanding sales goals and expectations,
Preferred but not disqualifying: previous sales management experience, understanding of German culture, economics and B2B Sales environment; ability to train direct reports on new and existing Dow Jones products and services a strong plus.
German language mandatory (standard ratings C2/ILR6)
How do you apply?
If you feel that this exciting and with significant revenue contribution position matches your skills, experience and motivation, please submit in confidence a cover letter and detailed resume stating your qualifications, and contact details.
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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status. EEO/AA/M/F/Disabled/Vets .
Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities, in our job application and/or interview process. If you need assistance or accommodation in completing your application, due to a disability, please reach out to us at TalentResourceTeam@dowjones.com . Please put “Reasonable Accommodation" in the subject line.
Business Area: PIB - SALES
Job Category: Sales Group
Dow Jones is a global provider of news and business information, delivering content to consumers and organizations around the world across multiple formats, including print, digital, mobile and live events. Dow Jones has produced unrivaled quality content for more than 125 years and today has one of the world’s largest news gathering operations globally. It produces leading publications and products including the flagship Wall Street Journal, America’s largest newspaper by paid circulation; Factiva, Barron’s, MarketWatch, Financial News, DJX, Dow Jones Risk & Compliance, Dow Jones Newswires, and Dow Jones VentureSource.Dow Jones is a division of News Corp (NASDAQ: NWS, NWSA; ASX: NWS, NWSLV).
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Req ID: 15189