Job Description:Our Professional Information Business Sales team is seeking an Account Manager for the Middle Markets team. The role of the Account Manager, Middle Markets is to manage a "book of business" and prospect for new business. This means the AM is responsible for all aspects of the relationship with a defined set of customers.
The Account Manager – Middle Markets is responsible for managing all aspects of the relationship with a defined set of customers. The Account Manager –Middle Markets is responsible for retaining and growing the existing contract revenue (in existing buying centers) and will also initiate sales activity with new buying centers, either independently, or working with Sales Specialists and/or Senior Sales Executives. Responsible for all areas of account management, including the development of good account 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. Responsible for ensuring appropriate levels of customer training and awareness. Must identify opportunities for increased revenue within the set of accounts (up-selling and possibly cross-selling) and work with other members of the sales team to follow through on such opportunities. Must maintain accurate and appropriate client records within the Company’s CRM. Ideally, the Account Manager – Middle Markets has a strong understanding of the industries and businesses within the set of customers. The Account Manager – Middle Markets will communicate with clients mainly through telephone and email.
RETENTION: Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers' business needs
RELATIONSHIPS: Maintain good levels of customer satisfaction through regular communication with all customers, and build solid working relationships with each customer
RENEWALS: Develop and execute a plan to manage all account renewals, initiating communication with the client at the right time and fulfilling contractual obligations for providing account information to the client
ACCOUNT MANAGEMENT: Responsible for all areas of account management, including the development of good account understanding, 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
ROLLOUT AND ADOPTION: Ensure appropriate levels of customer training and awareness are provided through your own means and partnering with the Account Development Team.
DEVELOP OPPORTUNITIES: Identify opportunities for increased revenue within the set of accounts (up-selling and possibly cross-selling), and where appropriate, engage with Sales Specialists to bring to close.
TEAMWORK: Work on retention initiatives for selected customers with the extended sales team available
PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to help increase the value and adoption of our solutions by the client
FORECASTING: Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales
MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system to provide timely management information.
A PROVEN SUCCESSFUL TRACK RECORD in a new business development role that requires cold calling.
Skills & Experience:
Strong time management skills, with an ability to develop and implement effective systems for managing administrative tasks and tracking progress against appropriate activity goals
Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment
Ability to prioritize tasks and customers, to ensure time is maximized for revenue-retaining activities and the most important customers receive an excellent level of account management
Excellent communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is clearly articulated to prospects, a persuasive business case is presented and a professional image always conveyed.
Exceptional interpersonal skills in face-to-face meetings to ensure smooth progression of opportunities through the sales cycle. This is a key requirement since larger deals are likely to involve multiple stakeholders (individuals and departments) from all levels of the business
Good level of business awareness to help build credibility with the client, spot potential opportunities within a peer group or industry sector, and express the benefits of Dow Jones in the appropriate business context
Exceptional negotiation and closing skills to manage renewals from the AM’s set of customers to a successful conclusion
A proven successful track record of success in selling business news and information to corporate clients
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
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.
If you are a current employee at Dow Jones, do not apply here. Please go to the Career section on your Workday homepage and view "Find Jobs - Dow Jones." Thank you.
Req ID: 22141