Account Manager (B2B)

Dow Jones; New York (NY); On-site; USD 110,000 - 130,000; Full time

Benefits offered by this job

Comprehensive Healthcare Plans

Paid Time Off

Retirement Plans

Family Care Benefits

Commuter Transit Program

Employee Referral Program

Job summary

A leading global news organization is seeking an Account Manager to manage business accounts and generate new sales opportunities. Candidates should have a minimum of 4 years of sales experience, excellent communication skills, and a proven track record in selling information to large enterprises. This role offers competitive pay along with comprehensive benefits, including healthcare plans, retirement plans, and paid time off.

Qualifications

• A minimum of four years sales experience with corporate or financial customers.
• Proven track record of selling information to large enterprise accounts.
• Ability to manage and prioritize tasks effectively.

Responsibilities

• Manage a book of business and prospect for new sales opportunities.
• Generate new revenue through sales addressing prospects' needs.
• Ensure customer satisfaction through regular communication and relationship building.
• Execute account renewals and maintain accurate client records.

Skills

Strong time management skills

Strong results orientation

Excellent communication skills

Exceptional negotiation and closing skills

Customer relationship management

Education

Bachelor's degree or equivalent

Tools

CRM system

Job description

Base pay range

$110,000.00/yr - $130,000.00/yr

Additional compensation types

Commission

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 (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).

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. This means the Account Manager is responsible for all aspects of the relationship with a defined set of customers. The number of companies managed by an Account Executive will typically be between 30 and 40, depending on geography and industry sectors covered.

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, plus the specific roles and individuals to be prospected. Develop and execute a plan to grow your territory by understanding the complete suite of Dow Jones products and successfully take them to market.
• 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 with all customers, and build solid working relationships with each customer
• RENEWALS: 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
• ACCOUNT MANAGEMENT: Responsible for all areas of account management, including the development of good account understanding, understanding clients' businesses and resolving issues in a timely manner; understand competitor solutions the client is using and the client's current and developing needs
• 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 are provided 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), and where appropriate, engage with Sales Specialists to bring to close.
• 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, and use this knowledge to help increase the value and adoption of our solutions by the client
• FORECASTING: Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales
• MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system to provide timely management information.

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, 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).
• Comprehensive Healthcare Plans
• Paid Time Off
• Retirement Plans
• Comprehensive Medical, Dental and Vision Insurance Plans
• Paid Maternity and Paternity Leave
• Family Care Benefits
• Commuter Transit Program
• Subscription Discounts
• Employee Referral Program

Learn more about all our US benefits

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 [e-mail]. 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