We break stories, influence ideas, and advance business intelligence and cultural interest. We expose the events that turn markets, the digital breakthroughs that transform art, the demand that drives invention, as well as the political and societal passing moments and lasting consequences. We are the people of Dow Jones. From different fields, backgrounds and viewpoints we invite you to join us.
Examine the world and bring it to others.
Reporting into the Executive Director Sales, the Senior Field Sales Manager’s main responsibility is maximising company sales revenue growth within the assigned territory, focused on identifying, qualifying, negotiating and closing new business to exceed sales targets across a full 1OPIS portfolio. We are seeking a sales professional having experience calling on Senior executives in the Energy and Chemical Industry and working within strategic accounts. You should have a business to business direct sales background and experience exceeding sales quotas.
You Will:
Deliver and exceed monthly revenue targets
Complete sales goals, including qualifying and disqualifying new business opportunities,
Identify customer needs/challenges, delivering the executive OPIS point of view dialogue
Deliver solution presentations to new customers, develop proposals, negotiate contracts, close business promptly and comprehend the unique OPIS value proposition.
Manage a specific set of named accounts within the sales region and increase revenue across 1OPIS through retention and upselling to meet and exceed expectations.
Build a network with important decision makers within the customers' organisations to expand and strengthen the relationship and create new opportunities for sales of products, services and consulting engagements.
Manage your sales pipeline of new business opportunities in the CRM system
Create leads from face-to-face customer meetings and following inbound leads from marketing, the research teams, industry events and other sources.
Based on opportunities in the sales pipeline in the CRM system, provide monthly forecasts within a 95% accuracy rate.
Understand the product sales cycle and challenges, including the strategies of competitors, and apply this knowledge to hone sales strategies
Develop account plans and strategies for main customers together with sales and business leadership
Work with Product and Sales Management to ensure proper positioning of solutions.
Have competency in delivering price for value relative to the appropriate product solution.
You Have:
Substantial sales experience (10+ YoE), with experience selling market intelligence, commodity price data, news and analytics to customers in the energy, chemical and renewables space.
Experience in negotiating and closing complex sales whilst building relationships with clients.
Experience in uncovering needs and the buying process at private and public multinational companies
Experience with consultative and value selling methodology, with an understanding of our clients' needs and goals
Proficiency required in Google Suite applications
Knowledge of Salesforce.com preferred.
Must be flexible with the ability to work effectively and collaboratively with all colleagues in a matrix organisation
Highly organised individual with the ability to multitask new business activities with client service responsibilities
Able to handle multiple projects and complete them promptly.
Travel approximately 30% of the time
Reasonable accommodation: Dow Jones, Making Careers Newsworthy - We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.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 talentresourceteam@dowjones.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: Dow Jones - OPIS - CMA
Job Category: Sales
Union Status:
Non-Union role
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.
Req ID: 46712
