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.
Summary:
The Associate Director (AD) responsibility is maximizing profitable company sales revenue growth within Korea Energy & Chemicals Industry by identifying, qualifying, negotiating, and closing new business to exceed sales targets. Ideal candidates are Sales professionals having demonstrated success cold calling on senior executives in the Korean Chemicals, Refining & Energy Industry, offering a unique value proposition, delivering solutions and selling products to specific customer needs and to customers who may be unaware of their need. In this role, you will also need to help growing the business in the commodity pricing, news and analytics space. Candidates must have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, be highly money motivated, be effective at building relationships, have keen listening skills, ask good questions, be assertive but not aggressive, with outstanding phone and interpersonal skills. Working knowledge of ROI and comfortable discussing value with customers in Chemicals, Refining & Commodity pricing in Energy Industry is required. The ideal candidate must possess strong business to business direct sales background and a proven track record of exceeding sales quotas.
General Job Duties:
The AD, within Dow Jones OPIS Chemicals & Energy Sales team in the Asia Pacific region, will execute against sales goals with including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer pain, delivering executive Dow Jones OPIS point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the Dow Jones OPIS unique value proposition.
Specific Job Duties:
The AD will own a specific set of named accounts within the Korea Chemical, Refining & Energy Industry and be responsible for the following:
Accountability for driving revenue growth across Dow Jones vertical business to meet or exceed expectations, including identification of revenue drivers and metrics to focus on market expansion and penetration.
Monitoring performance-to-plan throughout the execution year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
Create and manage sales pipeline of new business opportunities in CRM within a territory through following leads from marketing and other sources plus generating potential from face to face needs discovery calls with customers.
Based on sales pipeline in CRM provide monthly forecasting within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan
Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies
Build a strong network & relationships with the key decision makers within the customer to deepen penetration of sales of Dow Jones OPIS Chemicals, Refining Energy & Commodity pricing products and services.
Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership
Maintain a thorough understanding of the secure messaging industry, including industry trends, in business processes, industry financial measurements, performance indicators and key competitors.
Working with Product Management to ensure proper positioning of complex solutions.
Competency in delivering price for value relative to the appropriate product solution.
Become a quick learner of Dow Jones OPIS Chemical, Refining, Energy & Commodity Pricing products and services and strive to become expert level
Required Education:
4 year College Degree in Science or related technical field is preferred
Required Experience:
A minimum of 10 years sales experience, with at least 8 years of experience in selling the customers in the Korean chemical, Refining & energy industry complex enterprise solutions. Working experience in Chemicals, Refining and Energy industry is required
Demonstrated success in closing large and complex sales through regional Chemicals, Refining & Energy Industry knowledge, negotiation and relationship building skills
Ability to uncover needs and the buying process at MNC both privately & publically held companies
Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs
Has developed and implemented strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively without being tied to a specific approach. Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets
Proficiency with MS applications required (Excel, Word and PowerPoint)
Must be flexible with the ability to work effectively and collaboratively with all colleagues
Language Requirements:
English (verbal and written) proficiency required
Korean (required)
Other languages considered an asset.
TRAVEL: 40% of the time – some overnight travel required
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: 45913
