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- Tasks: Maximise sales revenue by identifying and closing new business opportunities in the energy and chemical sectors.
- Company: Join Dow Jones, a leading global news and information powerhouse with a rich history since 1882.
- Benefits: Enjoy flexible working options, competitive salary, and opportunities for professional growth.
- Why this job: Be part of a dynamic team that values innovation and offers a chance to make a real impact.
- Qualifications: 10+ years of sales experience in market intelligence and strong relationship-building skills required.
- Other info: Travel approximately 30% of the time; we value diversity and are an 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
Contact Detail:
Dow Jones & Company, Inc. 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 industries. Attend industry events, webinars, and conferences to meet key decision-makers and build relationships that could lead to potential sales opportunities.
✨Tip Number 2
Familiarise yourself with the OPIS portfolio and its unique value propositions. Understanding how our products can solve specific challenges for clients will help you articulate compelling solutions during discussions.
✨Tip Number 3
Leverage your existing connections in the industry to gain insights into customer needs and pain points. This information can be invaluable when tailoring your approach to potential clients.
✨Tip Number 4
Stay updated on market trends and competitor strategies. This knowledge will not only enhance your sales tactics but also position you as a trusted advisor to your clients, making it easier to close deals.
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 relevant sales experience, particularly in the energy and chemical industries. Use specific metrics to demonstrate how you've exceeded sales targets in previous roles.
Craft a Compelling Cover Letter: In your cover letter, address how your background aligns with the responsibilities outlined in the job description. Emphasise your experience with consultative selling and relationship building with senior executives.
Showcase Your Achievements: Include specific examples of successful negotiations and complex sales you have closed. This will help illustrate your ability to deliver results and meet revenue targets.
Research Dow Jones: Familiarise yourself with Dow Jones and its OPIS portfolio. Understanding their products and market position will allow you to tailor your application and demonstrate your knowledge during the interview process.
How to prepare for a job interview at Dow Jones & Company, Inc.
✨Research the Company and Industry
Before your interview, make sure to thoroughly research Dow Jones and its position in the energy and chemical industry. Understand their products, services, and recent news. This will help you tailor your responses and demonstrate your genuine interest in the company.
✨Prepare for Behavioural Questions
Expect questions that assess your past experiences, especially in sales. Prepare examples that showcase your ability to exceed sales targets, negotiate contracts, and build relationships with senior executives. Use the STAR method (Situation, Task, Action, Result) to structure your answers.
✨Showcase Your Sales Strategy Knowledge
Be ready to discuss your approach to identifying customer needs and delivering solutions. Highlight your experience with consultative selling and how you've successfully navigated complex sales processes in the past. This will show your understanding of the sales cycle and your strategic thinking.
✨Demonstrate Your Networking Skills
Since building relationships with decision-makers is crucial for this role, be prepared to discuss how you've developed and maintained professional networks in previous positions. Share specific examples of how these relationships have led to successful sales outcomes.
