Our expanding Chemical Market Analytics Sales team requires a highly motivated Inside Sales Manager. The successful applicant will be responsible for selling a particular set of products from our chemicals and/or energy portfolio across the APAC region, China and managing existing business. This role positions the individual for outstanding career growth within Dow Jones. To be successful in this role, you will be able to demonstrate:
A tangible track record of inside sales or telemarketing success.
A detailed knowledge of the sales cycle.
Experience of selling information services or software solutions
Excellent communication and influencing skills
Excellent team management skill with experience in leading an inside sales team of 3-5 sales representative or more
Eager to learn value propositions across a particular collection of the Dow Jones portfolio of products
This role has responsibility for the contacting, penetrating and qualifying accounts from leads supplied by the business line and marketing. The individual will managing the inside sales representatives team setting and tracking performance towards the assigned sales target for the team. Monitor sales metrics and manage the entire sales administration process.
General Job Duties:
Following up on sales enquiries within agreed time frames to open sales opportunities
Schedules activity around review calls, renewal calls and customer queries
Initiates and answers sales calls for Chemical Market Analytics products and services
Conducts telephone conversations to identify and qualify prospective customers and records sales prospecting activity in SalesForce system
Ensures customer delight
Supports the new business sales team with accurate information and a steady supply of new business leads
Specific Job Duties:
Develop/implement a clear strategy to exceed quota
Develop knowledge of the desired Chemical Market Analytics and energy products and capabilities
Develop an understanding of the sales value proposition for said products and how they fit into the business requirements of our clients.
Monitor the achievement of sales objectives with each account and the leads into those accounts.
Learn and deliver a standard sales pitch provided by the business line with the intention of qualifying a potential sale for the new business sales team.
Monitor competitor activity in each account and ensure that an appropriate response is formulated and implemented where necessary.
Prepare and submit sales/activity reports as required
Forecasts accurately and grows pipeline which will include upgrade orders
Generates referrals and new business leads
Responds to customer calls regarding a specific set of products and services and identifies up selling opportunities for such calls
Grows revenue at existing and new clients
University degree in Chemistry or related technical area
Minimum 8-10 years experience selling products and services using only the telephone within the chemicals and/or energy sector and end-to-end management of the sales cycle
Knowledge of the chemicals and/or energy industry preferred
Highly organized and efficient at managing day to day business with multiple priorities
English and chinese language skills are imperative. Additional languages (Japanese) would be an advantage.
Strong oral and written communication skills.
Mature, confident & self-motivated with a passion for selling.
A quick learner on new products and sales approaches
Proficient in Microsoft Office applications (Word, PowerPoint, Excel, etc.)
Knowledge of contracts and proposal process.
Ability to analyze business opportunities, develop effective sales strategies and close business.
Ability to develop account and territory plans to achieve penetration and grow revenue.
Ability to conduct effective presentations to all levels of clients.
Ability to communicate effectively with most levels of decision-makers and employees of client
Ability to write reports in a clear and concise manner.
Ability to represent and communicate with a diverse population.
Ability to maintain professionalism and confidentiality at all times.
Team player who works collaboratively with colleagues, management and all points of the organization.
Capable of collaborating effectively with clients and internal analysts, economists, and product managers
General interest in and affinity for macro-economic and business intelligence field as it pertains to the chemical and energy industries, including manufacturers, buyers, sellers, users and financial analysts
High ethical standards practiced both externally and internally
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, please reach out to us at TalentResourceTeam@dowjones.com. Please put “Reasonable Accommodation" in the subject line.
Business Area: OPIS-CMA
Job Category: Sales Group
Non-Union / No clear and likely Internal Candidate (Employee Only) has been identified
Req ID: 33654