Account Manager Americas

Job Description:

Account Manager

Dow Jones New York CIty

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 40 and 50 depending on geography and industry sectors covered.

The Account manager is responsible for retaining and growing the existing contract revenue (in existing buying centers) within their set of customers. The Account manager will also initiate sales activity with new buying centers (either independently or working with Sales Specialists).

Client relationships are built and maintained via telephone email and in-person meetings. An ability to develop strong business relationships in a phone-based and in person-based environment is crucial to the success of this role.

The successful Account Manager will retain business within the established customer base work to develop opportunities and display a strong level of business understanding for the industries covered in their set of customers.

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 clients 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 AMs 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).

Our Benefits

• Comprehensive Healthcare Plans

• Paid Time Off

• Retirement Plans

• Comprehensive Insurance Plans

• Lifestyle programs & Wellness Resources

• Education Benefits

• Family Care Benefits & Caregiving Support

• Commuter Transit Program

• Subscription Discounts

• Employee Referral Program

Learn more about all our US benefits

#LI-Hybrid

About Our Organization:

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 worlds largest news-gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal Americas largest newspaper by paid circulation; Barrons MarketWatch Mansion Global Financial News Investors 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).

All qualified applicants will receive consideration for employment without regard to race color religion sex national origin protected veteran status or disability status. EEO/AA/M/F/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 please reach out to us at Please put Reasonable Accommodation in the subject line. This inbox will not be monitored for application status updates.

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 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:

Non-Union role

Pay Range: $110000 - $135000

We recognize that attracting the best talent is key to our strategy and success as a company. As a result we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. The quoted salary range represents our good faith estimate as to what our ideal candidates are likely to expect and we tailor our offers within the range based on the selected candidates experience industry knowledge location technical and communication skills and other factors that may prove relevant during the interview process.

Pay-for-performance is a key element in our strategy to attract engage and motivate talented people to do their best work. Similarly to salary for bonus eligible roles targets are set based on a variety of factors including competitive market practice.

For benefits eligible roles in addition to cash compensation the company provides a comprehensive and highly competitive benefits package with a variety of physical health retirement and savings caregiving emotional wellbeing transportation and other benefits including elective benefits employees may select to best fit the needs and personal situations of our diverse workforce..