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Job Information

Dow Jones Inside Sales Manager in KUALA LUMPUR, Malaysia

Job Description:

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. 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

Job objective:

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

Background/Experience:

  • 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 language skills are imperative. Additional languages (Chinese and 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

Other skills:

  • 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

Req ID: 33654

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