Senior Sales Manager, WSJ Leadership Communities
The WSJ Professional Membership team is responsible for recruiting and retaining members of the world's foremost influential business membership. We equip ambitious professionals with the essential intelligence and tools they need to better lead their industries, grow their businesses and advance their careers. We provide a highly specialized service that builds on the power of our journalism, the insight of our analysis, the ambition of our audience and the continuity of community. Job Description :
Reporting to the Commercial VP, the Senior Sales Manager (SSM) will oversee the operation of WSJ's Executive Membership sales team, defining and executing the sales acquisition/retention strategy to deliver growth within our qualifying C-Suite community. The key focus of the SSM will be to develop plans for the team to reach and surpass targets, develop and cultivate relationships with members, motivate and coach the team on core skills, and lead by example in delivering against a personal sales quota.
Responsibilities:
Leadership and Management Lead and mentor a team of high-performing Account Executives to deliver consistent results Manage the effectiveness of new business, retention and account growth sales efforts, and ensure that they are aligned with the overall business objectives Design processes and trainings that enable visible and transparent management to increase sales effectiveness Develop and practice celebrating team wins in new and innovative ways Drive the hiring and performance management process Foster an environment of professional development within the organization Take ownership of the sales process and actively look for opportunities to automate and enhance Partner with cross-functional teams including Marketing, Operations, and Editorial acting as the representative and voice for the Executive Sales team around the wider Dow Jones business Attend WSJ Executive Membership conferences as needed for sales prospecting and retention of existing members. Ensure the WSJ Executive Memberships value position is clearly articulated to prospects and a persuasive business case is presented in email and verbal communications Forecasting, Process, and Reporting Work closely with the Commercial VP and other leadership to help align planning, forecasting and budgeting initiatives with business objectives/goals Be continually aware of key metrics, including:
individual and team revenue performance, progress versus financial targets, and historical / required future activity levels from the team Adopt and implement a metrics-driven approach to manage a pipeline of opportunities usingSalesforce, ensuring predictable & accurate monthly membership and revenue performance. Partner closely with other departments to ensure proper flow of information Report insights and learnings from the field to the leadership team and identifying opportunities for growing the business's sales and communicating key messages Sales Become a product knowledge expert of our Executive Memberships Achieve or exceed personal sales quota for new and retention business to qualified organizations within our global Executive Membership community Support the team with individual sales situations where necessary; this will include working with individual sales personnel on specific account strategy to sell in new business and/or retain existing business. Stay informed of industry trends and competition, helping to facilitate a consultative sales approach. Identify growth opportunities in your personal and the wider teams portfolio Partner with our Marketing team to conduct targeted and content-led e-mail campaigns Knowledge / Experience 2
years of experience in sales management and/or team leadership 5
years proven sales executive experience, meeting or exceeding targets Process and data-oriented, with the desire to consistently improve process and drive sales to new heights Proven track record of developing and executing sales strategies, plans, new processes, systems and programs. Extensive experience in using Salesforce or another contemporary CRM system. Ability to take ownership of problems and coordinate appropriate internal resources to help solve customer issues effectively and efficiently. Good communication skills (listening, questioning, written and verbal) Excellent telephone skills; feel comfortable building rapport, developing business relationships and speaking about products over the telephone Strong negotiation and closing skills to build a solid and persuasive business case, overcome objections, use solid supporting information where necessary, and ensure sales opportunities are managed to a successful conclusion Organizational sensitivity and commercial awareness, with a good perception of C-Suite customer requirements and priorities. BA/BS Degree or equivalent
Salary Range:
$150K -- $200K
Minimum Qualification
Sales Management & Operations, SalesEstimated Salary: $20 to $28 per hour based on qualifications.
Reporting to the Commercial VP, the Senior Sales Manager (SSM) will oversee the operation of WSJ's Executive Membership sales team, defining and executing the sales acquisition/retention strategy to deliver growth within our qualifying C-Suite community. The key focus of the SSM will be to develop plans for the team to reach and surpass targets, develop and cultivate relationships with members, motivate and coach the team on core skills, and lead by example in delivering against a personal sales quota.
Responsibilities:
Leadership and Management Lead and mentor a team of high-performing Account Executives to deliver consistent results Manage the effectiveness of new business, retention and account growth sales efforts, and ensure that they are aligned with the overall business objectives Design processes and trainings that enable visible and transparent management to increase sales effectiveness Develop and practice celebrating team wins in new and innovative ways Drive the hiring and performance management process Foster an environment of professional development within the organization Take ownership of the sales process and actively look for opportunities to automate and enhance Partner with cross-functional teams including Marketing, Operations, and Editorial acting as the representative and voice for the Executive Sales team around the wider Dow Jones business Attend WSJ Executive Membership conferences as needed for sales prospecting and retention of existing members. Ensure the WSJ Executive Memberships value position is clearly articulated to prospects and a persuasive business case is presented in email and verbal communications Forecasting, Process, and Reporting Work closely with the Commercial VP and other leadership to help align planning, forecasting and budgeting initiatives with business objectives/goals Be continually aware of key metrics, including:
individual and team revenue performance, progress versus financial targets, and historical / required future activity levels from the team Adopt and implement a metrics-driven approach to manage a pipeline of opportunities usingSalesforce, ensuring predictable & accurate monthly membership and revenue performance. Partner closely with other departments to ensure proper flow of information Report insights and learnings from the field to the leadership team and identifying opportunities for growing the business's sales and communicating key messages Sales Become a product knowledge expert of our Executive Memberships Achieve or exceed personal sales quota for new and retention business to qualified organizations within our global Executive Membership community Support the team with individual sales situations where necessary; this will include working with individual sales personnel on specific account strategy to sell in new business and/or retain existing business. Stay informed of industry trends and competition, helping to facilitate a consultative sales approach. Identify growth opportunities in your personal and the wider teams portfolio Partner with our Marketing team to conduct targeted and content-led e-mail campaigns Knowledge / Experience 2
years of experience in sales management and/or team leadership 5
years proven sales executive experience, meeting or exceeding targets Process and data-oriented, with the desire to consistently improve process and drive sales to new heights Proven track record of developing and executing sales strategies, plans, new processes, systems and programs. Extensive experience in using Salesforce or another contemporary CRM system. Ability to take ownership of problems and coordinate appropriate internal resources to help solve customer issues effectively and efficiently. Good communication skills (listening, questioning, written and verbal) Excellent telephone skills; feel comfortable building rapport, developing business relationships and speaking about products over the telephone Strong negotiation and closing skills to build a solid and persuasive business case, overcome objections, use solid supporting information where necessary, and ensure sales opportunities are managed to a successful conclusion Organizational sensitivity and commercial awareness, with a good perception of C-Suite customer requirements and priorities. BA/BS Degree or equivalent
Salary Range:
$150K -- $200K
Minimum Qualification
Sales Management & Operations, SalesEstimated Salary: $20 to $28 per hour based on qualifications.
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