Dow Jones & Co.
NYC - 1211 Ave of the Americas
Full time
About Our Organization 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 unrivaled quality content for more than 130 years and today has one of the world's largest news‑gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal, America's largest newspaper by paid circulation; Barron's, MarketWatch, Mansion Global, Financial News, Investor's Business Daily, Factiva, Dow Jones Risk & Compliance, Dow Jones Newswires, OPIS and Chemical Market Analytics. Dow Jones is a division of News Corp.
About the Team B2B and Operations provides services, solutions and support to a wide range of customers including financial institutions, corporations, universities, government agencies, executives and business professionals.
About the Role The role of the Account Manager is to manage a book of business and prospect for new business. The Account Manager is responsible for all aspects of the relationship with a defined set of customers, typically between 30 and 40 accounts depending on geography and industry sectors covered. The Account Manager retains and grows existing contract revenue within their set of customers and initiates sales activity with new buying centers.
You Will:
MEET NEW BUSINESS TARGETS: Generate new streams of Dow Jones revenue through sales of products and services which address prospects business needs
IDENTIFY PROSPECTS: Complete territory analysis to identify potential buying centers and develop a plan to grow your territory
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 and build solid working relationships with each customer
RENEWALS: Manage all account renewals, initiating communication with the client at the right time and fulfilling contractual obligations
ACCOUNT MANAGEMENT: Responsible for all areas of account management, including developing a good account understanding and resolving issues in a timely manner
A minimum of four years sales experience and a proven track record of success in selling solutions to corporate or financial customers
ROLLOUT AND ADOPTION: Ensure appropriate levels of customer training and awareness 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)
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
FORECASTING: Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals and additional sales opportunities
MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system
You Have:
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
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 at least 5 years of selling information to large enterprise accounts (Fortune 1000s)
Our Benefits
Comprehensive Healthcare Plans
Paid Time Off
Retirement Plans
Comprehensive Medical, Dental and Vision Insurance Plans
Education Benefits
Paid Maternity and Paternity Leave
Family Care Benefits
Commuter Transit Program
Subscription Discounts
Employee Referral Program
Equal Employment Opportunity All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status or disability status. Dow Jones is an equal opportunity employer. EEO/AA/M/F/Disabled/Vets.
Reasonable Accommodation Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities in the job application and interview process. If you need assistance or accommodation in completing your application due to a disability, email talentresourceteam@dowjones.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need.
Business Area Dow Jones - Business Intelligence
Job Category Sales
Union Status Union role
Pay Range $110,000 - $135,000
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About Our Organization 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 unrivaled quality content for more than 130 years and today has one of the world's largest news‑gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal, America's largest newspaper by paid circulation; Barron's, MarketWatch, Mansion Global, Financial News, Investor's Business Daily, Factiva, Dow Jones Risk & Compliance, Dow Jones Newswires, OPIS and Chemical Market Analytics. Dow Jones is a division of News Corp.
About the Team B2B and Operations provides services, solutions and support to a wide range of customers including financial institutions, corporations, universities, government agencies, executives and business professionals.
About the Role The role of the Account Manager is to manage a book of business and prospect for new business. The Account Manager is responsible for all aspects of the relationship with a defined set of customers, typically between 30 and 40 accounts depending on geography and industry sectors covered. The Account Manager retains and grows existing contract revenue within their set of customers and initiates sales activity with new buying centers.
You Will:
MEET NEW BUSINESS TARGETS: Generate new streams of Dow Jones revenue through sales of products and services which address prospects business needs
IDENTIFY PROSPECTS: Complete territory analysis to identify potential buying centers and develop a plan to grow your territory
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 and build solid working relationships with each customer
RENEWALS: Manage all account renewals, initiating communication with the client at the right time and fulfilling contractual obligations
ACCOUNT MANAGEMENT: Responsible for all areas of account management, including developing a good account understanding and resolving issues in a timely manner
A minimum of four years sales experience and a proven track record of success in selling solutions to corporate or financial customers
ROLLOUT AND ADOPTION: Ensure appropriate levels of customer training and awareness 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)
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
FORECASTING: Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals and additional sales opportunities
MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system
You Have:
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
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 at least 5 years of selling information to large enterprise accounts (Fortune 1000s)
Our Benefits
Comprehensive Healthcare Plans
Paid Time Off
Retirement Plans
Comprehensive Medical, Dental and Vision Insurance Plans
Education Benefits
Paid Maternity and Paternity Leave
Family Care Benefits
Commuter Transit Program
Subscription Discounts
Employee Referral Program
Equal Employment Opportunity All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status or disability status. Dow Jones is an equal opportunity employer. EEO/AA/M/F/Disabled/Vets.
Reasonable Accommodation Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities in the job application and interview process. If you need assistance or accommodation in completing your application due to a disability, email talentresourceteam@dowjones.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need.
Business Area Dow Jones - Business Intelligence
Job Category Sales
Union Status Union role
Pay Range $110,000 - $135,000
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