Dow Jones Recruitment Programs
Independent Sales Agents—UK & Ireland—Job Description
Location: Throughout the UK & Ireland, excluding London & within M25 area
Overall Objective:
To act as an independent (non-employee) sales representative of Dow Jones selling a range of services to a clearly defined and agreed territory working primarily within the territory from home.
Key Objectives and Responsibilities
Dow Jones is looking for dynamic and professional commission-only sales people from around the UK & Ireland to promote and market its services to new customers. You may already have a home office and be acting as a sales agent or are willing to set up your own business.
You will be selling a suite of non-financial Dow Jones services to regional Communication, PR & marketing teams including products such as Dow Jones Factiva, Dow Jones Insight on demand reports and Dow Jones Media Relationship Manager (MRM).
The key skills required for these role(s) are as follows:
Key Requirements
Attend initial training program: Full training and support will be provided to support this role and you will be required to attend an initial training program (travel & expenses covered) for 5 days in January in London where you will be trained fully on Dow Jones products, processes, and on successful completion be awarded your sales territory.
Prospect and convert potential clients to meet revenue targets: Achieve all monthly, quarterly and annual revenue targets. Through a mix of telephone and face to face appointments question, present and sell Dow Jones's services to your potential client database. Network at local & regional events, through Web sites and on-line directories, to target potential decision makers and generate leads. Using sales calls, emails, letters & short-term trials to take customers through the sales cycle.
Build up relationships with new accounts: Via telephone and face-to-face meetings provide new clients with support and ongoing contact to maximize renewal potential. Build your dedicated pipeline and actively prospect in your defined sector for new business. Build up an understanding of your customers’ organizations establishing their buying points. Raise profile of Dow Jones within these organizations and to other organizations creating demand for our products and services. Determine client needs and constantly be aware of opportunities to up sell within an organization. Involve the ISA manager in proposal writing for more significant pitches.
Maintain and update the database: Accurate coding of the database and pipeline based on training. Updating the database with correct client contact details and adding additional relevant names to the database. Accurate and timely inputting of client information including meetings/call records, pipeline status, client needs and reasons to purchase/not to purchase.
Develop your skills: Develop presentation, proposal writing and packaging solutions skills for the Dow Jones product set. Build up professionalism, product knowledge, market knowledge, customer knowledge and commercial awareness of the PR, marketing and publishing industry.
Remuneration
This role is a non-employee role where you act as a sales agent for Dow Jones within an agreed territory.
In return you will receive comprehensive training and substantial commission on the first year sales revenue per sale as follows:
- 1st year—25% of first-year net new revenue on all customer contracts of a minimum one (1) year duration;
- 2nd year & ongoing—20% of first-year net new revenue on all new customer contracts of a minimum one (1) year duration: plus;
- 10% of each additional year of customer contracts that remain under management of the sales representative, payable upon the anniversary of the original contract or renewal term, if different.
