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Regional Sales Manager – Germany & Austria
As part of the EMEA Corporate sales leadership team, the Regional Sales Manager for Germany & Austria is accountable for retaining and developing the 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 their own sale territory dealing with 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. They will demonstrate enthusiasm for Dow Jones professional solutions as well as for its customers, which they will have a solid understanding of.
The role will be based in Germany (Frankfurt or Berlin), with domestic travel, and could require some infrequent international travel.
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 the best talents through regular coaching,
Define a Sales Plan to achieve ambitious growth goals, working closely with the Northern, Central & Eastern Europe Sales Director - 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 Products) in order to optimize market positioning and growth as well as maintain and create long-term relationships 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 demeanour,
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 cultures and horizons, an appetite to take up new challenges with courage and self-control, and the ability to cope professionally with demanding sales goals and expectations,
Fluency in German
Preferred but not disqualifying: previous sales management experience, leading a B2B sales team selling complex solutions to high-value clients; ability to train direct reports on new and existing Dow Jones products and services a strong plus.
How do you apply?
If you feel that this is exciting and if this significant revenue contribution position matches your skills, experience and motivation, please submit in confidence a cover letter and detailed resume stating your qualifications, contact details and current and expected salary to us.
Dow Jones, Making Careers Newsworthy - 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, email us at firstname.lastname@example.org. Please put "Reasonable Accommodation" in the subject line.
Business Area: PIB - SALES
Job Category: Sales
Since 1882, Dow Jones has been finding new ways to bring information to the world’s top business entities. Beginning as a niche news agency in an obscure Wall Street basement, Dow Jones has grown to be a worldwide news and information powerhouse, with prestigious brands including The Wall Street Journal, Dow Jones Newswires, Factiva, Barron’s, MarketWatch and Financial News.
This longevity and success is due to a relentless pursuit of accuracy, depth and innovation, enhanced by the wisdom of past experience and a solid grasp on the future ahead. More than its individual brands, Dow Jones is a modern gateway to intelligence, with innovative technology, advanced data feeds, integrated solutions, expert research, award-winning journalism and customizable apps and delivery systems to bring the information that matters most to customers, when and where they need it, every day.
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Req ID: 36821