DEVELOP NEW BUSINESS OPPORTUNITIES: Generate new streams of Dow Jones revenue through sales of products and services which address today's and tomorrow's business needs by completing market analysis and executing a plan to grow your territory by understanding the complete suite of Dow Jones products and successfully take them to market. RELATIONSHIPS: Build strong relationships with Senior Level customer contacts in order to retain the business and look for expansion opportunities. ACCOUNT MANAG... more details
Job Description:
About Us:
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).
About the Team:
When you join Dow Jones, you become part of one of the most dynamic, creative and savvy news and information companies in the world. As a global leader in news and business intelligence, we're newswires, websites, newspapers, apps, newsletters, databases, magazines, radio and television--including some of the widest-read and most-respected brands, like Factiva, The Wall Street Journal, and Barron's. Our media inform the discussions and decisions that are vital to the world's commerce, while our databases make the business world more transparent. We continually develop technology to transform information into insight and insight into prosperity. From 58 countries and in twenty-five languages, we enlighten and inspire audiences with authoritative, differentiated and trusted content.
About the Role:
The Global Account Manager (GAM) is responsible for account management and growing the contract revenue across an assigned set of customers that are among the most strategic and complex within the Dow Jones portfolio. The GAM will initiate sales activity with new buying centres while also having responsibility for the stability of the account relationship. An ability to develop strong business relationships including at the C suite level is crucial to the success of this role. The GAM is accountable for the implementation of sales strategies and best practices across the full suite of Dow Jones services to achieve revenue objectives and targets. Fundamental to the role is the capacity to both anticipate and bring the analysis of market trends and decipher the impact for Dow Jones. The position is seen as a thought leader driving and influencing both short and long-term strategies. In this vein, an ability to identify value and make connections through a client's ecosystem with Dow Jones is important and will make the candidate most effective.
You Will:
- DEVELOP NEW BUSINESS OPPORTUNITIES: Generate new streams of Dow Jones revenue through sales of products and services which address today's and tomorrow's business needs by completing market analysis and executing a plan to grow your territory by understanding the complete suite of Dow Jones products and successfully take them to market.
- RELATIONSHIPS: Build strong relationships with Senior Level customer contacts in order to retain the business and look for expansion opportunities.
- ACCOUNT MANAGEMENT: Responsible for all areas of account management, including the development of strategic account planning, understanding clients' businesses and resolving issues in a timely manner; understanding competitor solutions the client is using and the client's current and developing needs.
- RETENTION: Working collaboratively to maintain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers' business needs.
- SALES REPORTING: Prepare accurate revenue forecasts each month for timely presentation to the Sales Director.
- RESOURCE MANAGEMENT: Organize and co-ordinate the efforts of internal resources necessary to achieve sales goals. These can include colleagues from Product, Marketing, Customer Service, and Editorial. The ability to lead a virtual team is critical to success.
- PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of Dow Jones' assets, and use this knowledge to help increase the value and adoption of our solutions by the client.
- MANAGE ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system to provide timely management information.
- COMPETITIVE INTELLIGENCE: Stay informed of industry trends, competition and changing technology by utilizing Dow Jones tools and attending appropriate networking events.
You Have:
- Proven experience managing large global accounts that require complex integrated solution strategies.
- Preferably 5+ years of sales success within a B2B subscription environment within the publishing / data / 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 opportunities from the GAM's set of customers to a successful conclusion.
- Ability to prioritize tasks and customers, to ensure resources are maximized for revenue-retaining activities and the most important customers receive an excellent level of account management.
- Ability to adapt a communication style depending on audience, while maintaining a professional and credible demeanor.
- High level of initiative, self-motivation and critical thinking.
- Ability to maintain effectiveness when working closely with people of diverse cultures or backgrounds.
- Ability to take ownership of problems and coordinate appropriate internal resources to help solve customer issues effectively and efficiently.
- Good level of business awareness to help build credibility with the client, spot potential opportunities within the market space, and express the benefits of Dow Jones in the appropriate business context.
- Degree level education is desirable.
If the above position matches your experience and motivations then please submit a CV and covering letter detailing your suitability for the role.
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 - Business Intelligence
Job Category:
Sales
Union Status:
Union role
Pay Range: $50,000 - $180,000
We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. The quoted salary range represents our good faith estimate as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate's experience, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the interview process.
Pay-for-performance is a key element in our strategy to attract, engage, and motivate talented people to do their best work. Similarly to salary, for bonus eligible roles, targets are set based on a variety of factors including competitive market practice.
For benefits eligible roles, in addition to cash compensation, the company provides a comprehensive and highly competitive benefits package, with a variety of physical health, retirement and savings, caregiving, emotional wellbeing, transportation, and other benefits, including "elective" benefits employees may select to best fit the needs and personal situations of our diverse workforce..
