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 130 years and today has one of the world's largest news-gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal, America's largest newspaper by paid circulation; Barron's, MarketWatch, Mansion Global, Financial News, Investor's Business Daily, Factiva, Dow Jones Risk & Compliance, Dow Jones Newswires, OPIS and Chemical Market Analytics. Dow Jones is a division of News Corp (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).
The Strategic Account Manager is responsible for retaining and growing the revenue of their set of customers. The SAM will initiate sales activity with new and existing buying centres either independently, or working with Sales Specialists. Client relationships are built and maintained via telephone, email, and in-person meetings. An ability to develop strong business relationships in a phone-based and in the person-based environment is crucial to the success of this role. The SAM is accountable for the development and implementation of sales strategies and best practices to achieve revenue objectives and targets.
About the Role
The Strategic Account Manager retains and grows the revenue of their set of customers. You will initiate sales activity with new and existing buying centres either independently, or working with Sales Specialists. Client relationships are built and maintained via telephone, email, and in-person meetings. You are accountable for developing sales strategies and best practices to achieve revenue targets. You will report to the Regional Sales Director.
Generate new streams of revenue through sales of products and services which address customers’ needs by completing market analysis and executing a plan to grow your territory, and by understanding the complete suite of Dow Jones products and take them to market.
Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers' needs
Build relationships with Senior Level customer contacts to retain the business and look for expansion opportunities
Develop a plan to manage all account renewals, initiate communication with the client at the right time and fulfilling contractual obligations for providing account information to the client
Responsible for all areas of account management, including the development of good account understanding, understanding clients' businesses and resolving issues promptly; understand competitor solutions the client is using and your client's current and developing needs
Prepare and manage accurate pipeline revenue forecasts each month for timely presentation to the Sales Director
Work and collaborate with a team of Account and Relationships managers on retention initiatives for selected customers, share best practices and foster an environment of knowledge sharing and sales activities.
Express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to help increase the value and adoption of our solutions by the client
Maintain accurate and appropriate client records within the global CRM system to provide management information
Stay informed of industry trends, competition and changing technology by utilizing Dow Jones tools and attending appropriate networking events
Experience and in-depth understanding of managing complex strategic accounts. Clients and prospects are from a variety of verticals, including insurance and financial firms, public relations and technology.
Extensive sales success within a B2B subscription environment within the software as a service, data as a service, business information industry
Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment
Exceptional negotiation and closing skills to manage renewals from the SAM’s set of customers to a successful conclusion
Ability to adapt a communication style depending on the audience, while maintaining a professional and credible demeanour.
High level of initiative and self-motivation
Good level of business awareness to help build credibility with the client, spot potential opportunities within the corporate space, and express the benefits of Dow Jones in the appropriate business context
Degree level education
Comprehensive Healthcare Plans
Paid Time Off
Reasonable accommodation: 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 email@example.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.
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: 38494