Job Description:
The Associate Director, Sales/Business Development's main responsibility is maximizing company sales revenue growth within the assigned territory focused on identifying, qualifying, negotiating, and closing new business to exceed sales targets. Ideal candidates are sales professionals having demonstrated success calling on Senior executives in the Energy and Chemical Industry. Candidates must have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, 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 business economics and comfort discussing value propositions with customers is required. The ideal candidate must possess a strong business to business direct sales background and a proven track record of exceeding sales quotas.
Role and Responsibilities
The Associate Director, working within the OPIS team, will execute against sales goals, including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer needs/challenges, delivering executive 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 unique OPIS value proposition.
The Associate Director will own a specific set of named accounts within the OPIS sales region and be responsible for the following:
Accountability for driving revenue growth across OPIS to meet or exceed expectations, including identification of revenue drivers and metrics focused on market expansion and penetration.
Build a strong network with key decision makers within the customers’ organizations to expand and strengthen the relationship and create new opportunities for sales of products, services and consulting engagements.
Monitoring performance-to-plan throughout the fiscal year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
Creating and managing their sales pipeline of new business opportunities in the Customer Relationship Management system within the assigned territory, generating leads from face-to-face needs discovery calls with customers as well as following inbound leads from marketing, the research teams, industry events and other sources.
Based on opportunities in the sales pipeline in the Customer Relationship Management system, provide monthly forecasts 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
Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership
Maintain a thorough understanding of the Energy and Chemical industries, including industry trends, business processes, financial measurements, performance indicators and key competitors.
Working with Product and Sales Management to ensure proper positioning of solutions.
Competency in delivering price for value relative to the appropriate product solution.
Quickly learn basics about the OPIS offering portfolio and strive to become expert level within 12-18 months
Required Experience:
A minimum of 8 years of sales experience, with at least 5 years of experience in selling commodity price data, news and analytics to customers in the energy and chemical industry.
Demonstrated success in negotiating and closing complex sales whilst building strong relationships with clients.
Proven ability to uncover needs and the buying process at private and public multi-national companies
Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs, challenges and goals
Experience in developing and implementing 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 Microsoft applications required (CRM, Excel, Word and PowerPoint) as well as Google Suite applications. Knowledge of NetSuite and Salesforce.com preferred
Must be flexible with the ability to work effectively and collaboratively with all colleagues in a matrix organization
Highly organized individual with ability to multi-task new business activities with client service responsibilities
Able to handle multiple projects and complete in a timely manner
Physical Requirements:
Travel around 30% of the time
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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: OPIS
Job Category: Sales Group
Union Status:
Non-Union role
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Req ID: 35616
