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Our Client Engagement Specialist (CES) is responsible for managing all renewal aspects of the relationship with a defined set of customers. You are responsible for retaining the existing contract revenue within existing buying centers and supporting new sales into these accounts made by the Account Executive. To this end, you will need to collaborate with Dow Jones (DJ) internal teams to ensure the clients' needs are met consistently to support the renewal. Ultimately you must grow successful renewals ensuring a strong revenue base for Dow Jones. Success will be measured based on the retention rates of the assigned accounts.
This is a 12 to 14 months maternity cover role.
You will own and support
Responsible for owning the “high touch” retention strategy for assigned Strategic accounts by building and executing a renewal plan
Lead the renewal conversations with clients and in conjunction with the Account Managers, build the renewal proposal and finalise pricing
Responsible for developing and implementing a low touch, mass communication retention program for the long tail of smaller accounts within each territory
Proactively provide a monthly report to the Regional Sales Director highlighting high risk renewal accounts within the region and strategy/ideas to turnaround
Responsible for ensuring appropriate levels of customer training and product utilization by working with the Product Training Specialist team and monitoring internal reports
Oversee the overall renewal lifecycle; from pricing, contracting, to invoicing and client support, so customer concerns get addressed correctly and efficiently throughout the fiscal year
Support new sales into existing accounts to ensure maximum customer ROI with DJ
Serve as a client conduit internally for feedback and competitive intelligence to DJ Product, Content & Marketing.
Account Managers partner with CES to establish relationships with new clients (either once the contract is signed, or at the request of the clients at the selling stage to propose an implementation plan), focusing on implementation plans of products in order to drive overall client adoption and success.
Lead new client onboarding training/workshop based on the implementation plan and manage the implementation.
Responsible for working with RSD and internal teams to build annual Client Engagement Programs (CEP) and Client Success Plans (CSP) for both key clients and small to medium-sized clients to drive engagements.
Analyse and review clients usage trends and behaviors monthly to adjust CEPs and CSPs accordingly. If any potential upsell opportunities are discovered, they are passed on to the relevant AMs for follow-ups
General Account Management
Shared responsibility for general account administration work, for example, user swaps, user allocations, user lists, invoicing issues, and usage report requests. Discussed in advance and shared between account managers and CES depending on workload.
Provide general account management cover (to be shared with account managers) for customers in open territories.
Remain in regular contact with APAC and global CES teams to learn and share best practices for retention and customer engagement programs and strategies.
New Starter Onboarding and Team Product Training
Act as the lead for the Onboarding of New Starters
Liaise with Sales Enablement and new starter ‘Buddies” for new starter training scheduling
Lead product training sessions for new starters
Help to ensure the existing team is up to date with product enhancements by running periodic team training sessions.
Min. 2 years of proven success in customer engagement or sales
Exceptional written and verbal communication skills
Proven ability to multi-task and adhere to tight deadlines in a fast-paced, collaborative environment
Excellent project management and organizational skills with a keen attention to detail
Proficient in Microsoft Office suite & Google Drive
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 firstname.lastname@example.org. Please put "Reasonable Accommodation" in the subject line.
Business Area: PIB - SALES
Job Category: Sales Group
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: 36505