Account Manager, Paris

Job Description

The Account Manager is responsible for growing and retaining the existing contract revenue within their set of customers. You will also initiate sales activity with new business development and work with Sales Specialists. Client relationships are built and maintained in strong partnership with Client Engagement Specialists. An ability to develop strong business relationships in both phone‑based and in‑person environments, and leveraging professional networks, is crucial to the success of this role.

The successful AM will mainly work to develop opportunities and display a strong level of business understanding within the French territory and retain existing customers within those markets. You will report to the Regional Sales Manager.

Key Responsibilities

• DEVELOP NEW BUSINESS OPPORTUNITIES: A large part of this role is to identify new business development across all products: close relationships, competitive analysis, cold calling, industry knowledge and generate new streams of Dow Jones revenue through sales of products and services which address customers' business needs by completing market analysis and executing a plan to grow your territory by understanding the complete suite of Dow Jones products and successfully taking them to market.
• RETENTION: Retain Dow Jones contract revenue in the assigned client portfolio and ensure the Dow Jones products and services address customers' business needs.
• RELATIONSHIPS: Maintain good levels of customer satisfaction through regular communication with all customers, and build solid working relationships with each customer.
• UPSELLS & RENEWALS: Develop and execute a plan to upsell/cross‑sell and manage all account renewals, initiating communication with the client at the right time and fulfilling contractual obligations for providing account information to the client.
• ACCOUNT MANAGEMENT: Responsible for all areas of account management, including the development of good account understanding, understanding clients' businesses and resolving issues in a timely manner; understand competitor solutions the client is using and the client's current and developing needs.
• ROLLOUT AND ADOPTION: Ensure appropriate levels of customer training and awareness are provided through your own means and partnering with the Account Development Team.
• TEAMWORK: Work on retention initiatives for selected customers with the extended sales team available.
• PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to understand and fill the client needs.
• SALES ADMINISTRATION & FORECASTING: Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales.
• MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system.

Skills & Experience

• Proficiency in English and French (other languages will be considered).
• Proven experience in managing complex customer and commercial relationships.
• Strong time & project management skills, with an ability to develop and implement effective systems for managing administrative tasks and tracking progress against appropriate activity goals.
• Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment.
• Ability to prioritize tasks and customers, to ensure time is maximized for revenue‑retaining activities and the most important customers receive an excellent level of account management.
• Excellent communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is clearly articulated to prospects, and a persuasive and professional business case is presented always.
• Team spirit and exceptional interpersonal skills to ensure smooth progression of opportunities through the sales cycle. This is a key requirement since larger deals are likely to involve multiple stakeholders from all levels of the business.
• Good level of business awareness to help build credibility with the client, spot potential opportunities, and express the benefits of Dow Jones in the appropriate business context.
• Good negotiation and closing skills to manage deals & renewals.
• Williness to learn and develop professionally within corporate sales.

Product Families

Please note that the role will evolve and will include, but not be limited to, the following three product families:

• Factiva: Dow Jones' premier news and business intelligence platform. You will empower corporate strategy teams to monitor industry trends, track competitors, and drive data‑backed decisions using thousands of premium, licensed global sources.
• Risk & Compliance (R&C): A suite of data and technology solutions designed to navigate complex global regulations. You will partner with legal and compliance leaders to safeguard their organizations against financial crime, global compliance risks, and other regulatory challenges.
• Other Product Family: (description to be defined as the role evolves.)