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 unrivalled quality content for more than 125 years and today has one of the world’s largest news gathering operations globally. It produces leading publications and products including the flagship Wall Street Journal, America’s largest newspaper by paid circulation; Factiva, Barron’s, MarketWatch, Financial News, DJX, Dow Jones Risk & Compliance, Dow Jones Newswires, and Dow Jones News Analytics (DNA).
We are currently seeking a Regional Sales Director, U.S. Accounts. The role of the Regional Sales Director is to retain and grow the Dow Jones revenue in assigned accounts and targets. The RSD will manage a sales team responsible for retaining existing contract revenue and increasing revenue from both existing and new customers. The RSD will successfully lead their team by leveraging their proficiency in navigating the unique nuances of the purchasing cycle of some of the worlds largest firms, especially the RFP process and renewals. The RSD will also utilize their proven experience in successfully selling content to multiple buying centers, along with their demonstrated experience creating use-case scenarios for the sale of content.
At least five years of sales management experience, leading a B2B sales team selling complex solutions to high value clients.
Five years solutions sales experience with a minimum of three years’ experience in the online information industry.
Demonstrated experience in strategically selling content solutions to diverse buying centres, including the creation of use-case scenarios for the sale of content.
Understand and articulate ROI of Dow Jones solutions to customers and prospects
Ability to lead, manage and build a sales team to facilitate accomplishment of team goals and sustain team morale.
Conduct regular staff meetings, including pipeline reviews with salespeople and monthly revenue updates with the regional team.
Work with the sales teams to identify growth opportunities and retain business.
Direct, coach, support, or delegate based on an assessment of the development level of the person.
Ability to communicate purpose and importance of both corporate and team goals and monitor team activities to ensure goal fulfilment.
Be continually aware of key metrics, including: individual and team revenue performance, progress versus financial targets, and historical / required future activity levels from team.
Prepare accurate revenue forecasts each month.
Assemble and direct the team in the development of client issued RFP’s (Request For Proposal)
Analyze financial reports, pipeline reports and other information available from Sales Operations to determine areas of opportunity and threat.
Ability to train direct reports on new and existing Dow Jones Enterprise products and services.
Organizational sensitivity and commercial awareness, with a good perception of client requirements and priorities.
Ability to maintain effectiveness when working closely with people of diverse cultures or backgrounds.
Stay informed of industry trends, competition and changing technology, helping to facilitate a consultative sales approach to Dow Jones largest clients.
Assist the team with individual sales situations where necessary; this will include working with individual sales personnel on specific account strategy to sell in new business and/or retain existing business.
Ability to take ownership of problems and coordinate appropriate internal resources to help solve customer issues effectively and efficiently.
Attend industry conferences and speaking engagements as needed to create visibility for Dow Jones & Factiva
Ability to cope professionally with demanding sales goals and expectations.
Degree level education.
This role requires travel within the assigned region.
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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
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: 27096