Account Manager

Account Manager

Requirements

• A minimum of four years sales experience and a proven track record of success in selling solutions to corporate or financial customers
• 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, a persuasive business case is presented and a professional image always conveyed
• 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)

Responsibilities

• Generate new streams of Dow Jones revenue through sales of products and services which address prospects business needs
• Complete territory analysis to identify potential buying centers, plus the specific roles and individuals to be prospected
• Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers’ business needs
• Maintain good levels of customer satisfaction through regular communication with all customers, and build solid working relationships with each customer
• Develop and execute a plan to manage all account renewals, initiating communication with the client at the right time and fulfilling contractual obligations for providing account information to the client
• Responsible for all areas of account management, including the development of good account understanding, understanding clients’ businesses and resolving issues in a timely manner
• Ensure appropriate levels of customer training and awareness are provided through your own means and partnering with the Account Development Team
• Identify opportunities for increased revenue within the set of accounts (up-selling and possibly cross-selling), and where appropriate, engage with Sales Specialists to bring to close
• Work on retention initiatives for selected customers with the extended sales team available
• Clearly express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to help increase the value and adoption of our solutions by the client
• Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales
• Maintain accurate and appropriate client records within the global CRM system to provide timely management information.

Preferred Qualifications

No preferred qualifications provided.