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For Companies At a Glance
- Tasks: Maximise sales revenue by identifying and closing new business opportunities.
- Company: Join Dow Jones, a leader in market intelligence and analytics.
- Benefits: Enjoy flexible working options and a collaborative culture.
- Why this job: Be part of a dynamic team impacting the energy and chemical industries.
- Qualifications: 10+ years of sales experience in market intelligence and consultative selling.
- Other info: Travel approximately 30% of the time; equal opportunity employer.
The predicted salary is between 43200 - 72000 £ per year.
Reporting into the Executive Director Sales, the Senior Field Sales Manager’s main responsibility is maximising company sales revenue growth within the assigned territory, focused on identifying, qualifying, negotiating and closing new business to exceed sales targets across a full OPIS portfolio. We are seeking a sales professional having experience calling on Senior executives in the Energy and Chemical Industry and working within strategic accounts. You should have a business to business direct sales background and experience exceeding sales quotas.
You Will:
- Deliver and exceed monthly revenue targets
- Complete sales goals, including qualifying and disqualifying new business opportunities
- Identify customer needs/challenges, delivering the executive OPIS point of view dialogue
- Deliver solution presentations to new customers, develop proposals, negotiate contracts, close business promptly and comprehend the unique OPIS value proposition
- Manage a specific set of named accounts within the sales region and increase revenue across OPIS through retention and upselling to meet and exceed expectations
- Build a network with important decision makers within the customers' organisations to expand and strengthen the relationship and create new opportunities for sales of products, services and consulting engagements
- Manage your sales pipeline of new business opportunities in the CRM system
- Create leads from face-to-face customer meetings and following inbound leads from marketing, the research teams, industry events and other sources
- Based on opportunities in the sales pipeline in the CRM system, provide monthly forecasts within a 95% accuracy rate
- Understand the product sales cycle and challenges, including the strategies of competitors, and apply this knowledge to hone sales strategies
- Develop account plans and strategies for main customers together with sales and business leadership
- Work with Product and Sales Management to ensure proper positioning of solutions
- Have competency in delivering price for value relative to the appropriate product solution
You Have:
- Substantial sales experience (10+ YoE), with experience selling market intelligence, commodity price data, news and analytics to customers in the energy, chemical and renewables space
- Experience in negotiating and closing complex sales whilst building relationships with clients
- Experience in uncovering needs and the buying process at private and public multinational companies
- Experience with consultative and value selling methodology, with an understanding of our clients' needs and goals
- Proficiency required in Google Suite applications
- Knowledge of Salesforce.com preferred
- Must be flexible with the ability to work effectively and collaboratively with all colleagues in a matrix organisation
- Highly organised individual with the ability to multitask new business activities with client service responsibilities
- Able to handle multiple projects and complete them promptly
- Travel approximately 30% of the time
Associate Director, Sales (London) employer: Dow Jones
Contact Detail:
Dow Jones Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Associate Director, Sales (London)
✨Tip Number 1
Network strategically within the energy and chemical industry. Attend relevant industry events, webinars, and conferences to meet key decision-makers and build relationships that could lead to job opportunities.
✨Tip Number 2
Familiarise yourself with OPIS's products and services. Understanding their unique value proposition will help you articulate how you can contribute to their sales goals during interviews and networking conversations.
✨Tip Number 3
Prepare for potential interviews by practising your consultative selling techniques. Be ready to discuss how you've successfully identified customer needs and closed complex sales in your previous roles.
✨Tip Number 4
Showcase your experience with CRM systems like Salesforce.com. Highlight any specific achievements related to managing sales pipelines and forecasting accuracy, as this is crucial for the role.
We think you need these skills to ace Associate Director, Sales (London)
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights your substantial sales experience, particularly in the energy and chemical sectors. Emphasise your achievements in exceeding sales quotas and managing strategic accounts.
Craft a Compelling Cover Letter: In your cover letter, address how your experience aligns with the responsibilities of the Associate Director, Sales role. Mention specific examples of how you've successfully negotiated and closed complex sales.
Showcase Relevant Skills: Highlight your proficiency in Google Suite applications and familiarity with Salesforce.com. Discuss your ability to multitask and manage a sales pipeline effectively, as these are crucial for the role.
Prepare for Interviews: If invited for an interview, prepare to discuss your consultative and value selling methodology. Be ready to provide insights into how you build relationships with clients and uncover their needs.
How to prepare for a job interview at Dow Jones
✨Know Your Numbers
Be prepared to discuss your past sales performance in detail. Highlight specific figures, such as revenue targets you've exceeded and the strategies you used to achieve them. This will demonstrate your capability and confidence in driving sales.
✨Understand the Industry
Familiarise yourself with the energy and chemical sectors, including current trends and challenges. Being able to speak knowledgeably about these topics will show that you're not just a salesperson, but a strategic partner who understands the client's needs.
✨Demonstrate Relationship Building Skills
Prepare examples of how you've successfully built and maintained relationships with senior executives in previous roles. Discuss your approach to networking and how it has led to new business opportunities.
✨Showcase Your Consultative Selling Approach
Be ready to explain your consultative selling methodology. Share instances where you've uncovered client needs and tailored solutions accordingly. This will highlight your ability to add value beyond just making a sale.
