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Associate Director, CMA Field Sales

2 months ago

new delhi, India DOW JONES Full time

Description

:

The Associate Director’s main responsibility is maximizing profitable company sales revenue growth within India Chemicals Industry by identifying, qualifying, negotiating, and closing new business to exceed sales targets. Ideal candidates are Sales professionals having demonstrated success cold calling on senior executives in the India Chemicals Industry, offering a unique value proposition, delivering solutions and selling products to specific customer needs and to customers who may be unaware of their need. Candidates must have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, be highly money motivated, be effective at building relationships, have keen listening skills, ask good questions, be assertive but not aggressive, with outstanding phone and interpersonal skills. Working knowledge of ROI and comfortable discussing value with customers in Chemicals Industry is required. The ideal candidate must possess a strong business to business direct sales background and a proven track record of exceeding sales quotas.

General Job Duties:

The Associate Director, within the OPIS & Dow Jones Industry team in India, will execute against sales goals including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer pain, delivering executive Dow Jones point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the Dow Jones unique value proposition.

Specific Job Duties:

The Associate Director will own a specific set of named accounts within the India Chemical Industry and be responsible for the following:

Accountability for driving revenue growth across Dow Jones vertical business to meet or exceed expectations, including identification of revenue drivers and metrics to focus on market expansion and penetration. 

Monitoring performance-to-plan throughout the execution year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market. 

Create and manage sales pipeline of new business opportunities in CRM within a territory through following leads from marketing and other sources plus generating potential from face to face needs discovery calls with customers.

Based on sales pipeline in CRM provide monthly forecasting within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan

Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies

Build a strong network & relationships with the key decision makers within the customer to deepen penetration of sales of Dow Jones Energy & Chemical products and services.

Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership

Maintain a thorough understanding of the secure messaging industry, including industry trends, in business processes, industry financial measurements, performance indicators and key competitors.

Working with Product Management to ensure proper positioning of complex solutions.

Competency in delivering price for value relative to the appropriate product solution.

Become a quick learner of Dow Jones Energy & Chemical products and services and strive to become expert level

Required Education:

4 year College Degree in Science or related technical field

MBA preferred but not required

Required Experience:

A minimum of 10 years sales experience, with at least 8 years of experience in selling the customers in the India chemical industry complex enterprise solutions

Demonstrated success in closing large and complex sales through regional Chemicals Industry knowledge, negotiation and relationship building skills

Ability to uncover needs and the buying process at MNC both privately & publically held companies

Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs 

Has developed and implemented strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively without being tied to a specific approach. Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets

Proficiency with MS applications required (Excel, Word and PowerPoint)

Must be flexible with the ability to work effectively and collaboratively with all colleagues

Language Requirements:

English (verbal and written) proficiency required

Other dialects & languages considered an asset.

TRAVEL: 50% of the time – some overnight travel required

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/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.