VP, North America B2B Sales Leader

Job Description:About Our Organization:

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 130 years and today has one of the world’s largest news-gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal, America’s largest newspaper by paid circulation; Barron’s, MarketWatch, Mansion Global, Financial News, Investor’s Business Daily, Factiva, Dow Jones Risk & Compliance, Dow Jones Newswires, OPIS and Chemical Market Analytics. Dow Jones is a division of News Corp (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).

Position Overview: 

Reporting to the Chief Revenue Officer this position will have full responsibility for sales strategy and sales execution for North America. This person is required to have the ability to develop a regional strategy based on the client's business, goals, and strategies.  This leader is responsible for driving multi-disciplined teams, and integrating products and services required to meet business needs.

You Will:

• Develop and implement the strategic sales plans that drive both new and existing account revenue growth for B2B in North America.
• Design and/or refine sales processes, methodologies and organization structures that will scale to support rapid growth coming from both organic sources and through acquisition of clients.
• Provide functional leadership and drive organizational accountability by reviewing major account plans, monitoring, and managing the sales pipeline, tracking progress against plans, ensuring accurate forecasting of revenue and expenses, developing annual and quarterly sales targets, and establishing sales compensation plans and policies.  Adjust team direction, focus and sales initiatives as needed to deliver on commitments.
• Recruit, mentor and motivate a world-class sales team capable of growing with the business.
• Collaborate closely with peers and colleagues to share best-practices and to ensure consistency across the organization.
• Positively manage change, both internally and externally, to ensure that new programs, products, and approaches are embraced by the team.
• Work collaboratively with the team to ensure all are working towards the target customer account’s business strategy – measured by regular meetings to discuss opportunities, the client’s business and discuss and refine the account plan.
• Identify, coordinate, and deploy resources into the customer accounts, facilitate ongoing communication through regular team meetings, and serve as the primary point of contact on troubleshooting or issues requiring immediate attention for targeted accounts.  Ensure appropriate resources, and focus to meet annual sales objectives by monitoring progress against account plans on a regular basis.
• Work with business leaders to use customer feedback and analytical insights in the formation of new products/solutions.

Leadership Experience:

• Managing for results: Proven track record as a decisive, action-oriented leader who has successfully translated bold sales strategies into measurable execution plans. S/he will be known for establishing strong and credible relationships at senior executive levels in customer organizations that yield sustainable growth, profitability, customer satisfaction and loyalty.
• Leading teams: Demonstrated experience in building, developing, and retaining high-performing teams. This leader communicates a clear vision that inspires direction and focus, fosters a culture of accountability, and takes a thoughtful approach to addressing performance challenges to support overall team effectiveness.
• Building relationships and leading through influence: Experience working collaboratively across functions to evaluate options, gather input, and foster alignment on business priorities. Approachable and open-minded, they will be recognized for cultivating trusted relationships with business leaders, peers, and team members, as well as inspiring confidence and creating a sense of shared purpose.

You Have:

• A university degree or relevant work experience in Sales Industry
• 20+ years of experience in sales and sales management
• Strong knowledge of B2B space and relevant experience selling market data
• Proven sales leadership to meet and/or exceed sales targets for a similar size and growth-oriented organization (both revenue and headcount)
• Proven communication, solution selling, persuasion, negotiation, and collaboration skills
• A strong target orientation and a results-driven mindset
• Knowledge of the business information and compliance industries is advantageous

Reasonable accommodation: Dow Jones, Making Careers Newsworthy - We are 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.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, email us at talentresourceteam@dowjones.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.

Business Area:

Dow Jones - Business Intelligence

Job Category:

Sales

Union Status:

Non-Union role

Pay Range: $260,000 - $310,000

We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. The quoted salary range represents our good faith estimate as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate's experience, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the interview process.

Pay-for-performance is a key element in our strategy to attract, engage, and motivate talented people to do their best work. Similarly to salary, for bonus eligible roles, targets are set based on a variety of factors including competitive market practice.

For benefits eligible roles, in addition to cash compensation, the company provides a comprehensive and highly competitive benefits package, with a variety of physical health, retirement and savings, caregiving, emotional wellbeing, transportation, and other benefits, including "elective" benefits employees may select to best fit the needs and personal situations of our diverse workforce..