The Regional Account Manager (RAM) 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 RAM will initiate sales activity with new buying centers while also having responsibility for the stability of the account relationship across Asia ex Japan . An ability to develop strong business relationships including at the C suite level is crucial to the success of this role. The RAM 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 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.
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 regional customer contacts to retain the business and look for expansion opportunities.
ACCOUNT MANAGEMENT: Responsible for all areas of account management in region, including the development of account planning, understanding clients' businesses and resolving issues in a timely manner; understand competitor solutions the client is using and the client's current and developing needs, while working collaboratively with the relevant global account managers.
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.
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
MANAGING 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.
Knowledge, Skills and Experience Required:
Proven experience managing strategic accounts that require integrated solution strategies.
Preferably 3– 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 RAM’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.
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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: PIB - SALES
Job Category: Sales Group
Non-Union / No clear and likely Internal Candidate (Employee Only) has been identified
Req ID: 34174