| Position : メジャー・アカウント・マネージャ （法人営業）/ MAJOR ACCOUNT MANAGER | ||
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| Company Name |  Dow Jones & Company |
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| Updated | 2009-07-23 | |
| Job Type | Sales/AE - Advertising/Media Sales Sales/AE - Service Industry Sales Administrative - Call Centre Manager/Operator |
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| Industry | Broadcasting | |
| Location | Chiyoda-ku | |
| Job Description | 当社得意先の顧客管理並びにソリューション営業。 ● 既存顧客の管理並びにビジネスの維持・拡大 ● 契約更新プロセスの管理 ● 既存顧客のビジネス拡大 ● 顧客のニーズ対応の為の戦略的・戦術的アプローチ ● 新製品等の販売キャンペーンとフォローアップ ● 顧客とのネットワーク拡大と他部門への営業アプローチの展開 ● ダウ･ジョーンズの製品に精通し、顧客に的確なソリューションを提供 ● 顧客との日常的なコンタクト ● 顧客のサービス利用状況を分析し、最大限の活用を促すことで解約等のリスクを最小限に抑える ● 顧客の情報収集に努め、競合他社の顧客に対するアプローチ等の動きを掴む ● 適宜、顧客からフィードバックを関連した内部部門に提供する ● マトリックス/Salesforceまたは他の内部システムに正確な、最新の顧客記録を行う Position Description: The Major Account Manager (MAM) is responsible for the management of a set of key accounts. The MAM will possess intimate knowledge of each account, the users, the influencer and decision makers as well as the extension of that contact base. In addition to maintaining existing subscription revenues, the MAM is responsible for growing revenues through renewal and contract negotiation of those renewals. They are also charged with identifying additional revenue opportunities from within the existing customer base, and delivering on these opportunities to grow the customers’ revenue base. Responsibilities: · Ensure retention of existing revenues · Execute timely customer renewals for assigned accounts to maintain existing revenue · Drive revenue growth through incremental business growth from existing customers · Identify new opportunities through customer engagement and strategic / tactical planning · Follow up on new product, segment and marketing campaigns · Achieve adoption and active user goals · Cultivate and maintain a network of customer contacts to help champion Dow Jones solutions within the customer enterprise · Understand Dow Jones solutions capabilities, segments, product offerings and have specialist knowledge of core products · Manage the day-to-day business relationship with customers · Minimize risk of customer cancellations through analysis of customer usage and by identifying ways to improve the perceived value of Dow Jones’ solutions · Conduct research of existing customers to better understand customer issues and competitor penetration in the assigned territory · Provide feedback to relevant internal departments as appropriate · Maintain accurate, up-to-date customer records in Matrix / Salesforce and/or other internal systems · Highlight customer visits, new users and displacement opportunities for rapid response, referral and follow-up |
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| Company Info | ＜ダウ・ジョーンズ&カンパニー＞ 所在地：200 Liberty Street, New York 10281 設立：1882年 事業内容：ダウ・ジョーンズ&カンパニー(www.dowjones.com)は、ニュース・コーポレーション(NYSE: NWS, NWS.A; ASX: NWS, NWSLV; www.newscorp.com)のグループ企業です。新聞、雑誌、電子メディアを通しビジネス・経済情報を配信。主な発行物としては、ウォール・ストリート・ジャーナル、バロンズ、マーケットウォッチ、ファー・イースタン・エコノミック・レビューなど。またダウ･ジョーンズ・ニュースワイヤーズ（電子メディア）、ダウ・ジョーンズ・ファクティバ、ダウ・ジョーンズ工業30種平均などのインデックス事業を展開しています。 Dow Jones & Company (www.dowjones.com) is a News Corporation company (NYSE: NWS, NWS.A; ASX: NWS, NWSLV; www.newscorp.com). Dow Jones is a leading provider of global business news and information services. Its Consumer Media Group publishes The Wall Street Journal, Barron's, MarketWatch and the Far Eastern Economic Review. Its Enterprise Media Group includes Dow Jones Newswires, Dow Jones Factiva, Dow Jones Customer Solutions, Dow Jones Indexes and Dow Jones Financial Information Services. Its Local Media Group operates community-based information franchises. Dow Jones owns 50% of SmartMoney and 33% of STOXX Ltd. and provides news content to radio stations in the U.S. |
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| Qualifications | ● 営業活動、顧客訪問等の目標設定を実行できる ● 事業を発達させるために効果的に顧客にたいしてクロス販売する能力 ● 売上高を最適化するために調査およびアカウントマネージメントを優先させる能力 ● チームの一部として動き、顧客のニーズを最大限満たすために必要に応じて社内のスペシャリスト等を利用する能力 ● オンライン情報や技術性の高いサービスの販売経験。 ● ダウ・ジョーンズ・ソリューションの価値と信頼性を高めるためのコミュニケーション能力 ● 業界標準の業務アプリケーションと最新技術に対する理解 ● 常に能動的に行動できる能力 ● 多様な文化または背景の人々と効果的に働くことの出来る能力 ● 顧客に対して迅速かつ的確な問題解決の為に動くことの出来る能力。またそのことより顧客からの信頼を得られる人間性 ● マーケティング戦略を活用し、既存ならびに潜在的顧客のニーズ、事業計画などを理解する能力 ● 顧客の組織的・政治的な問題に対して常に敏感であり信頼を築くことが出来る ● 顧客と共に問題を発見しそれらを解決することの出来る能力 ● 販売効率を最適化するための顧客管理活動を優先させる能力 ● 急な変更に適応する能力 ＜日本語と英語の運営能力＞ 英語レベル（TOEIC 650以上） 日本語は母国語或いは同等のレベル Requirements: · Ability to meet activity and customer visit targets · Ability to effectively cross-sell within customer base to grow business · Ability to prioritize prospecting and account management activities to optimize sales · Ability to work as part of a team, and draw on internal specialists and resources as required to maximize positive customer outcomes · Experience in sales or sales support of online information and/or related high value technology products and services. · Communication skills to position the value of Dow Jones solutions, building credibility and demonstrating business knowledge · Understanding of workflow applications, emerging technologies and industry standards · High level of initiative and self motivation · Ability to maintain effectiveness when working with people of diverse cultures or backgrounds · Strong focus and urgency for resolving customer issues and building customer loyalty · Ability to understand current and potential customers' needs, expectations, and business priorities in order to create and continually improve marketing strategies · Sensitivity to customers' organizational or political issues to build and maintain trust with customers · Ability to build and develop collaborative customer relationships to identify issues, assesses needs, and solve problems · Ability to prioritize account penetration/management activities to optimize sales productivity · Capability to readily adapt to change · Degree level education preferred · Good communication skill both in Japanese and English To apply, please click " Apply" and search for job ID 250984 with "Search by Job ID" function. |
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| English Level | Business Conversation Level (TOEIC 735-860) | |
| Japanese Level | Business Level(JLPT Level 2) | |
| Salary | Depends on experience | |
| Other Salary Description | Dow Jones Newswires offers a competitive compensation package and the opportunity to work for one of the world's leading financial and business news companies. Social Insurance Commutation Allowance |
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| Holidays | Five-Days Workweek Paid Holidays Congratulation or Condolence Leave |
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