Job Description:

Reporting to the VP of Global Accounts, the Global Account Manager (GAM) is responsible for both retention and growth across an assigned set of customers that are among the most strategic and complex within the Dow Jones portfolio.

You will initiate sales activity with new buying centres while also having responsibility for the stability of the account relationship. Having the ability to develop great business relationships across multiple levels, including C suite is crucial to the success of this role.

You will implement sales strategies and best practices across the full suite of Dow Jones services to achieve revenue goals. You will have the capacity to anticipate market trends and decipher the impact for both Dow Jones and its partners. The position is seen as an expert in driving and influencing both short and long-term strategies.

You Will:

• DEVELOP NEW BUSINESS OPPORTUNITIES: Create new streams of Dow Jones revenue through sales of products and services which address today’s and tomorrow’s needs by completing market analysis and implementing a plan to grow your territory by understanding the complete suite of Dow Jones products. 

• RELATIONSHIPS:  Build relationships with Senior Level customer contacts to retain the business and look for expansion opportunities.

• ACCOUNT MANAGEMENT:  Responsible for all areas of account management, including the development of strategic account planning, understanding clients' businesses and resolving issues promptly; understanding competitor solutions the client is using and your client's current and developing needs.

• RETENTION:  Working collaboratively to maintain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers' needs.

• SALES REPORTING: Prepare accurate revenue forecasts each month for presentation to the Sales Director.

• RESOURCE MANAGEMENT: Organise and co-ordinate the efforts of other departments necessary to achieve sales goals. These can include colleagues from Product, Marketing, Customer Service, and Editorial.

• PRODUCT KNOWLEDGE:  Express the value proposition and benefits of Dow Jones’ assets, and use this knowledge to help increase the value and adoption of our solutions by the client.

• MANAGE ACCOUNT INFORMATION:  Maintain accurate and appropriate client records within the global CRM system to provide management information.

• COMPETITIVE INTELLIGENCE: Stay informed of industry trends, competition and changing technology by using Dow Jones tools and attending appropriate networking events.

You Have/Will:

• Experience managing large global accounts that require complex integrated solution strategies.

• Experience of sales success within a B2B subscription environment within the publishing / data / business information industry.

• Commitment and drive to achieve a new business goal in a demanding and competitive business environment.

• Negotiation and closing skills to manage  opportunities from the GAM’s set of customers to a successful conclusion.

• Prioritise tasks and customers, to ensure resources are maximised for revenue-retaining activities and the most important customers receive an excellent level of account management.

• Be able to communication style depending on audience.

• Maintain effectiveness when working with people of diverse cultures or backgrounds.

• Take ownership of problems and coordinate appropriate other departments to help solve customer issues.

• Good level of business awareness, spot potential opportunities within the market space, and express the benefits of Dow Jones in the appropriate business context.

Our Benefits

• Comprehensive Healthcare Plans

• Retirement Plans

• Comprehensive Medical, Dental and Vision Insurance Plans

• Education Benefits

• Paid Maternity and Paternity Leave

• Family Care Benefits

• Commuter Transit Programme

• Subscription Discounts

• Employee Referral Programme

Reasonable accommodation: Dow Jones, Making Careers Newsworthy - We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. EEO/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, email us at [email protected]. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.

Business Area:

Dow Jones - Business Intelligence

Job Category:

Sales

Union Status:

Union role