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If so, we want you on our team. People like talking to you. You’re a problem solver, self-starter, and keen negotiator. You understand that good customer relationships are vital for business. You make a great first impression. People like working with you because you’re reliable, energetic, and most of all, fun. If this is you, we’d love to meet you.
Position Summary Statement
The role of the Business Development Director (BDD) is to retain and grow the Dow Jones revenue for China across all Dow Jones products: Factiva, Risk & Compliance, Newswires and Private Markets, Knowledge & Insight, Data, News & Analytics, CEO council memberships, etc.
The BDD will manage a team of Account and Business Development staff responsible for retaining existing contract revenue and increasing revenue from both existing and new customers. The roles within this team will include a combination of the following, depending on geography and industries covered:
Account Managers (AMs) - securing new revenue streams from existing customers and “new to company” prospects via phone, email and face-to face
Account Development Executives and Trainers – driving adoption and ensuring training provided for Dow Jones solutions
An BDD’s success will ultimately be judged based on the revenue performance against set goals of the Account and Business Development team under management. Driving this revenue performance will require a focus on the team, the revenue, the customers and future market strategy in China.
To develop a team of high-performing Account and Business Development people, the successful BDD will need to have a people focus which will be reflected in diligent goal-setting, closely tracking revenue performance and behaviors, and disciplined performance management of all team-members.
The BDD will need to focus on financial performance through closely tracking individual opportunities and threats for their team’s customer and prospect base. Close attention will be paid to future revenue performance of the team, to ensure accurately forecasts for new business and withdrawals are made to management.
Focusing on customers, the BDD will directly engage with clients or prospects where this can have a positive effect on the region’s revenue. The BDD will also analyze overall market trends for the geographies and industries they oversee.
1. Team Focus
Conduct regular staff meetings, including pipeline reviews with Account and Business Development people and monthly revenue updates with the regional team
Work with the Account and Business Development teams to identify growth opportunities and retain business
Direct, coach, support, or delegate based on an assessment of the development level of the person
Address performance problems promptly, involving People and senior management as appropriate
2. Revenue Focus
Set aggressive goals for both team results and activity
Be continually aware of key metrics, including: individual and team revenue performance, progress versus financial targets, and historical / required future activity levels from team
Prepare accurate revenue forecasts each month
Analyze financial reports, pipeline reports and the Risk Radar report to determine areas of opportunity and threat
Identify new market opportunities and/or potential partnerships that will positively impact the growth of Dow Jones Professional Information Business in China
3. Customer Focus
Stay informed of industry trends, competition and changing technology
Build strong relationships with senior level executives at customer organizations in order to retain the business and look for expansion opportunities
Collect “field intelligence” on what’s working (and what isn’t), plus specific client feedback on Dow Jones products and people
Assist the team with individual Account and Business Development situation where necessary; this will include working with individual personnel on specific account strategy to sell in new business and/or retain existing business
Create and execute a plan for the assigned Account and Business Development team which ensures a high level of performance by team-members
Positively influence the extended Account and Business Development team, including Customer Experience, Marketing, Product and Senior Management
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: PIB - SALES
Job Category: Strategy Group
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 125 years and today has one of the world’s largest news gathering operations globally. It produces leading publications and products including the flagship Wall Street Journal, America’s largest newspaper by paid circulation; Factiva, Barron’s, MarketWatch, Financial News, DJX, Dow Jones Risk & Compliance, Dow Jones Newswires, and Dow Jones VentureSource.Dow Jones is a division of News Corp (NASDAQ: NWS, NWSA; ASX: NWS, NWSLV).
If you are a current employee at Dow Jones, do not apply here. Please go to the Career section on your Workday homepage and view "Find Jobs - Dow Jones." Thank you.
Req ID: 15781