Dow Jones Manager, Education Sales in NEW YORK, New York
Manager, Education Sales for the U.S. University Market - REMOTE
DJ is seeking a sales manager with experience in leading a sales team in the higher education market. This player/coach role will oversee the Student Memberships sales team, supporting the VP of Education to double our membership. This role is responsible for Dow Jones product sales, primarily the Wall Street Journal at colleges and universities in the US.
The ideal candidate should be a seasoned sales professional with experience in people management. Specific experience partnering with higher education institutions is required. The candidate must have an entrepreneurial spirit, be creative, self-motivated, and possess a quantifiable record of success with a demonstrated ability to meet and exceed goals, keeping the sales team motivated, driven, and focused while acting as a player/coach on the sales team.
DEVELOP SALES TALENT: Ensure the sales team is efficient and effective. Keep the sales team motivated, determined, and focused on annual sales goals.
STRATEGIZE: Determine strategic approaches with VP and sales team for overall team growth goal and with individual sales opportunities
MEASURE, MONITOR AND IMPROVE SALES PIPELINES: Assist VP in monitoring sales performance and developing strategies to improve
MEET NEW BUSINESS TARGETS: Generate new streams of revenue and circulation through sales of products and services to new to company prospects
IDENTIFY PROSPECTS: Complete market analysis to identify good potential new to company target universities, plus the specific roles and individuals to be prospected
PROSPECT: Pro-actively contact the targets identified. Quickly qualify genuine opportunities and move these to the next stage of the sales process, or quickly move on in cases where no worthwhile opportunity exists
ANALYZE OPPORTUNITIES: Understand the business issues affecting target schools, then ensure this knowledge is the foundation for our communications with prospects
PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to ensure that solutions address clear business needs for the prospect
FORECAST: Manage Sales Forecast and Pipeline to ensure accurate recording of prospecting activity, conversion success, active sales opportunities at each stage of the sales process and forthcoming new business revenue
MANAGE PROSPECT/CLIENT INFORMATION: Keep accurate and clear records within the global CRM system to provide a solid deal history, showing clearly the steps taken to reach closure on new business deals
RENEW EXISTING ACCOUNTS: Manage ongoing relationships with existing customers to ensure customer satisfaction. Recognize opportunities to expand relationships. Renew accounts.
CROSS FUNCTIONAL PARTNERSHIPS: Meet and strategize with cross functional teams such as Relationship, Marketing, Operations & Systems, Finance, Legal, etc. to plan and secure future prospecting opportunities and meet overall team goals
COORDINATION OF EVENTS: Explore news sales and other customer facing opportunities; plan, organize attendance, and track such events, i.e - annual library conferences and regional Dean conferences
Skills & Experience
8+ years of sales experience required with a minimum of five years of higher education experience.
3+ years of managing a sales team required
Ability to deliver presentations internally and externally on product information, sales numbers/data and team updates all which requires thorough understanding of products and services and current pipeline status
Present complete product information to c-suite stakeholders and executive-level prospects while representing the WSJ brand
Aptness to review and understand team pipelines and forecast sales numbers.
Identify areas of opportunity and strategic approaches to secure new business with universities, colleges, and create potential larger-scale partnership (consortiums)
Confident at cold calling, understanding, and respecting the academic calendar to identify the best times to successfully reach prospects when they are ready and able to listen
Strong results orientation, with the commitment, and drive to achieve a new business goal in a demanding and competitive business environment; expertise in pushing enterprise or complex sales forward
Passionate about closing business, with a hunter mentality, and self-motivated to work independently on finding new leads and create new ideas to help the team secure sales goals. Self-started who sees opportunities and brings fresh ideas to the table
Excellent communication skills (listening, questioning, written and verbal) and presentation skills to ensure the Dow Jones value position and The Wall Street Journal brand are clearly articulated to prospects and represented in all communications.
Excellent communication and listening skills to successfully manage sales team, understand needs and wants across team to ensure motivated, driven, and overall happy direct reports
Strong technology skills for remote work and on-site presentations are required. Must be comfortable using and learning new software products. Google Suite product experience is a plus. Salesforce CRM experience is preferred.
Exceptional negotiation and closing skills to build a solid and persuasive business case, overcome objections, use supporting information where necessary, and manage sales opportunities to a successful conclusion..
Ability to work independently and creatively to generate new interest, organize, track, and manage the progress of prospects and existing customers for individual and team territories
Act as player/coach - capable of successfully contributing to shared team goals, with a focus on metrics, data, and reporting, while also managing sales team
Experience to hire, mentor, coach, and onboard new teammates
Aptness to identify process improvements and areas for expansion across entire team and within territory
A college degree or equivalent is required.
Travel required, as needed, to partner schools, conferences, and specific events.
Dow Jones , Making Careers Newsworthy
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 TalentResourceTeam@dowjones.com. Please put “Reasonable Accommodation" in the subject line.
Business Area: WSJ MEMBERSHIP GROUP
Job Category: Sales Group
Non-Union / No clear and likely Internal Candidate (Employee Only) has been identified
Req ID: 34324