Sales Manager – Institutional Sales
Where is it based?
Who is my manager?
Who are we?
Synonymous with accuracy, integrity and trust, Dow Jones & Company is one of the most respected brands in providing news and business information world-wide.
What is the role?
Within the Institutional Sales group we sell the full range of Dow Jones products to customers in many sectors of the economy and regions in the UK, Ireland, Middle East and Africa.
What is my personal contribution?
The role of Sales Manager is twofold. The Sales Manager is responsible for the account management of a selection of existing customers – this means the protection of existing revenue and the selling of additional products to your account base. In additional to this, the Sales Manager is tasked with attracting new business to the company for a specified new business territory.
What are my accountabilities?
Identify Prospects: Complete market analysis to identify good potential target organizations, plus the specific roles and individuals to be prospected within the target organizations.
Meet New Business Targets: Generate new streams of revenue for Dow Jones through sales of products and services which address prospects’ business needs.
Develop Additional Business in Existing Accounts: working with your existing contacts within your customer base and by developing new relationships, identify opportunities to up-sell Dow Jones products into existing accounts.
Analyze Opportunities: Acquire knowledge of the business issues affecting targeted industry sectors and/or specific prospects, then ensure this knowledge underpins our communications with prospects.
Track Activity: Keep a clear record of prospecting activity – calls and meetings.
Personal Development: Undertake such training as is required to equip yourself with the product knowledge and sales skills required to successfully execute your role.
Forecast: Manage sales forecast and pipeline to ensure accurate recording of prospecting activity, conversion success, active sales opportunities at each stage of the sales process and forthcoming new business revenue.
Manage Prospect & Client Information: Keep accurate and clear records within the global CRM system to provide a solid deal history, showing clearly the steps taken to reach closure on new business deals
What do you need from me?
A proven successful track record in a new business and retention sales role, supporting strategic solutions to major companies Strong results orientation, with the commitment and drive to achieve a retention goal in a competitive business environment High level of initiative and self-motivation with a can do attitude and desire to succeed. Relationship building and maintenance, to ensure the role is viewed as a reliable, responsive and knowledgeable partner. The Sales Manager relationship should be considered a key part of the value that customers get from investment with Dow Jones. You will also be expected and have experience of building strong relationships with Senior Level customer contacts in order to retain and grow the business Excellent communication skills at all levels and ability to adapt a communication style depending on audience, while maintaining a professional and credible demeanour High level of business awareness and knowledge of the financial markets Good planning skills and attention to detail, to successfully plan and complete annual renewals and to develop and implement longer-term retention strategies Strong negotiation and closing skills, to bring renewals and new business to a successful conclusion Ability to take ownership of problems and coordinate appropriate internal resources to help solve customer issues effectively What we offer?
In return, we offer a professional, progressive and multicultural environment for you to grow personally as well as a wide range of benefits offered by a global company. Full training on the Dow Jones product range will be provided in addition to training on the markets in which we operate.
How do you apply?
If you feel that this exciting and fast paced position matches your skills, experience and motivation then please submit your CV which must state your salary expectations to be considered to Emma Clifton by clicking on the 'Apply now' button.
Please note only candidates requested for interview will be contacted Closing date: September 21st 2012