Who we are and what we do?
The WSJ Professional Membership team is responsible for recruiting and retaining members of the world’s foremost influential business membership. We equip ambitious professionals with the essential intelligence and tools they need to better lead their industries, grow their businesses and advance their careers. We provide a highly specialized service that builds on the power of our journalism, the insight of our analysis, the ambition of our audience and the continuity of community.
Job Description :
Reporting to the Commercial VP, the Senior Sales Manager (SSM) will oversee the operation of WSJ’s Executive Membership sales team, defining and executing the sales acquisition/retention strategy to deliver growth within our qualifying C-Suite community. The key focus of the SSM will be to develop plans for the team to reach and surpass targets, develop and cultivate relationships with members, motivate and coach the team on core skills, and lead by example in delivering against a personal sales quota.
Leadership and Management
Lead and mentor a team of high-performing Account Executives to deliver consistent results
Manage the effectiveness of new business, retention and account growth sales efforts, and ensure that they are aligned with the overall business objectives
Design processes and trainings that enable visible and transparent management to increase sales effectiveness
Develop and practice celebrating team wins in new and innovative ways
Drive the hiring and performance management process
Foster an environment of professional development within the organization
Take ownership of the sales process and actively look for opportunities to automate and enhance
Partner with cross-functional teams including Marketing, Operations, and Editorial acting as the representative and voice for the Executive Sales team around the wider Dow Jones business
Attend WSJ Executive Membership conferences as needed for sales prospecting and retention of existing members.
Ensure the WSJ Executive Memberships value position is clearly articulated to prospects and a persuasive business case is presented in email and verbal communications
Forecasting, Process, and Reporting
Work closely with the Commercial VP and other leadership to help align planning, forecasting and budgeting initiatives with business objectives/goals
Be continually aware of key metrics, including: individual and team revenue performance, progress versus financial targets, and historical / required future activity levels from the team
Adopt and implement a metrics-driven approach to manage a pipeline of opportunities usingSalesforce, ensuring predictable & accurate monthly membership and revenue performance.
Partner closely with other departments to ensure proper flow of information
Report insights and learnings from the field to the leadership team and identifying opportunities for growing the business’s sales and communicating key messages
Become a product knowledge expert of our Executive Memberships
Achieve or exceed personal sales quota for new and retention business to qualified organizations within our global Executive Membership community
Support the team with individual sales situations where necessary; this will include working with individual sales personnel on specific account strategy to sell in new business and/or retain existing business.
Stay informed of industry trends and competition, helping to facilitate a consultative sales approach.
Identify growth opportunities in your personal and the wider teams portfolio
Partner with our Marketing team to conduct targeted and content-led e-mail campaigns
Knowledge / Experience
2+ years of experience in sales management and/or team leadership
5+ years proven sales executive experience, meeting or exceeding targets
Process and data-oriented, with the desire to consistently improve process and drive sales to new heights
Proven track record of developing and executing sales strategies, plans, new processes, systems and programs.
Extensive experience in using Salesforce or another contemporary CRM system.
Ability to take ownership of problems and coordinate appropriate internal resources to help solve customer issues effectively and efficiently.
Good communication skills (listening, questioning, written and verbal) Excellent telephone skills; feel comfortable building rapport, developing business relationships and speaking about products over the telephone
Strong negotiation and closing skills to build a solid and persuasive business case, overcome objections, use solid supporting information where necessary, and ensure sales opportunities are managed to a successful conclusion
Organizational sensitivity and commercial awareness, with a good perception of C-Suite customer requirements and priorities.
BA/BS Degree or equivalent
Location: New York or Princeton
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: WSJ MEMBERSHIP GROUP
Job Category: Sales - Direct and Indirect Group
Req ID: 29640