The Sr. Account Executive’s main responsibility is maximizing profitable company sales revenue growth within Japan Chemicals Industry by identifying, qualifying, negotiating, and closing new business to exceed sales targets. Ideal candidates are Sales professionals having demonstrated success cold calling on senior executives in the Japan Chemicals Industry, offering a unique value proposition, delivering solutions and selling products to specific customer needs and to customers who may be unaware of their need. Candidates must have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, be highly money motivated, 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 ROI and comfortable discussing value with customers in Chemicals Industry is required. The ideal candidate must possess strong business to business direct sales background and a proven track record of exceeding sales quotas.
General Job Duties:
The Sales Executive, within Chemical Market Analytics team in Japan, will execute against sales goals with including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer pain, delivering executive Chemical Market Analytics point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the Chemical Market Analytics unique value proposition.
Specific Job Duties:
The Sales Executive will own a specific set of named accounts within the Japan Chemical Industry and be responsible for the following:
Accountability for driving revenue growth across Dow Jones vertical business to meet or exceed expectations, including identification of revenue drivers and metrics to focus on market expansion and penetration.
Monitoring performance-to-plan throughout the execution year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
Create and manage sales pipeline of new business opportunities in Sales Force within a territory through following leads from marketing and other sources plus generating potential from face to face needs discovery calls with customers.
Based on sales pipeline in Sales Force provide monthly forecasting 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
Build a strong network & relationships with the key decision makers within the customer to deepen penetration of sales of Chemical Market Analytics products and services.
Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership
Maintain a thorough understanding of the secure messaging industry, including industry trends, in business processes, industry financial measurements, performance indicators and key competitors.
Working with Product Management to ensure proper positioning of complex solutions.
Competency in delivering price for value relative to the appropriate product solution.
Become a quick learner of Chemical Market Analytics products and services and strive to become expert level
4 year College Degree in Science or related technical field
MBA preferred but not required
A minimum of 12 years sales experience, with at least 8 years of experience in selling the customers in the Japanese chemical industry complex enterprise solutions
Demonstrated success in closing large and complex sales through regional Chemicals Industry knowledge, negotiation and relationship building skills
Ability to uncover needs and the buying process at MNC both privately & publically held companies
Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs
Has developed and implemented 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 MS applications required (Excel, Word and PowerPoint)
Must be flexible with the ability to work effectively and collaboratively with all colleagues
English (verbal and written) proficiency required
Other dialects & languages considered an asset.
TRAVEL: 50% of the time – some overnight travel required
Dow Jones , Making Careers Newsworthy
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-CMA
Job Category: Sales Group
Union Status :
Non-Union / A clear and likely Internal Candidate (Employee Only) has been identified
Req ID: 33372