Senior Director of Sales

3 weeks ago

Delhi, Delhi, India DOW JONES Full time

About the Role

The Associate Director will play a key role in driving revenue growth across Dow Jones vertical business to meet or exceed expectations. This includes identifying revenue drivers and metrics to focus on market expansion and penetration.

Responsibilities

  • 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.

Requirements

  • 4 year College Degree in Science or related technical field
  • MBA preferred but not required
  • 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.
  • Proficiency with MS applications required (Excel, Word and PowerPoint)
  • Must be flexible with the ability to work effectively and collaboratively with all colleagues
  • English (verbal and written) proficiency required
  • Other dialects & languages considered an asset

Travel

50% of the time – some overnight travel required

Equal Opportunity Employer

Dow Jones is 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.

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