Account Manager - Sales / Media Sales

Job title: Media, Account Manager, India

Location: Mumbai or New Dehli – India ( Mumbai preferred)

Context:
Reuters, the news and media division of Thomson Reuters is the world’s largest international multimedia news provider, reaching more than one billion people every day. Our valued customers are corporations, governments, broadcasters, print and OTT digital platforms. Reuters News Agency provides multi-media news and data solutions; our products and services include video, text feeds, pictures, graphics, packaged content and syndication services.
Reuters News Agency is looking for an account sales manager who will be responsible for the licensing of Reuters’ news and services in India.

Strong business networks, great people skills, and strategic negotiation abilities are essential. This role requires a hungry, passionate, digitally savvy, problem-solving self-starter working under time pressure. The successful candidate will have to engage at all business levels with confidence and have the ability to grasp new opportunities and complex issues as they are presented. Drive and determination are a must with a “can do” attitude and a proven track record of sales. The candidate is expected to exercise thought leadership and to demonstrate an understanding of the customers’ business strategies; presenting the compelling value proposition of Reuters Media.

About the Role -

• Retain existing business, upsell to existing customers, bring in new customers,  and to expand Reuters business into other customer segments; thus achieving revenue and book of business growth in the territories he or she is responsible for. The successful candidate will achieve this via effective management of our local agent on the ground and / or selling directly to end customers
• Effective collaboration with all internal stakeholders to see through all deals from prospecting all the way through to contracts.
• Exceptional talent that can cultivate long-term sales relationships as well as scope and develop new business
• Outstanding inter-personal, communication leadership and presentation skills with ability to gain credibility, collaborate,  influence and work across diverse cultures and teams
• Proactive, accessible self-starter who can pro-actively generate new business opportunities and develop core propositions and generate new business leads.
• Excellent account management, time management, negotiation, strategic and tactical planning skills
• Creative solution orientated problem solver, who develops and maintains knowledge and experience of relevant products and services with strong analytical thinking
• Experience in working with CRM (customer relationship management tools)
• Effective presentation skills in both small group and big group context – both verbally and in powerpoint
• Fluent both local Indian languages and English language skills
• High energy and positive motivation
• Prepare regular market reports (including competitive info sets), growth sales strategies and sales activities for leadership teams as per request
• Consistently achieve monthly, quarterly, annual sales objectives through securing new business and contract renewals in order to meet and exceed targets
• Develop a pipeline of opportunities which are systematically qualified, by managing the accounts decision-making process to ensure closed revenues
• Establish strong, long-term customer relationships and cultivate new business opportunities and continue to maintain relationships with key decision makers
• Serve as primary contact for all client and business partners in the territories.  
• Provide pipeline reports, territory and account plan updates and forecasts through the use of Salesforce to track customer activity in internal systems to execute on account strategy and identification of additional opportunities
• Collaborate with account team and/or other business units in Thomson Reuters and specialists providing oversight of all account activities
• Use and provide relevant metrics and measures to routinely monitor progress against targets and take appropriate action to ensure sales and revenue targets are met or exceeded
• To have an effective communication strategy with all internal stakeholders via teleconference, e-mails, face to face meetings
• Accountable for individual expense budget management

About You -

• Minimum of 9+ years of experience in a position with sales responsibility (ideally with a minimum of 6 years within a media company)
• Demonstrable track record of sales success and familiarity with content licensing would be a distinct advantage
• Demonstrable skills in managing multiple accounts with an ability to create, build and cultivate relationships and coordinate resources outside of direct line of responsibility
• Excellent listening, negotiation and presentation, organizational and time management skills
• Experienced in applying value based, consultative sales methodologies with the ability to problem solve to understand, articulate, structure and solve client needs
• Ability to develop and execute a sales plan, ability to use a variety of technologies with a high level of proficiency
• Presentation and communication skills: ability to deliver presentations and communicate at all levels within an organization up to and including board level
• Experience of operating in a matrix organisation
• Strong team player
• Strong understanding of both traditional and new digital media business models and their workflows
• Strong knowledge of India regulatory framework needed for effective running of news and media business.

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What's in it For You?

You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected

  
  

• Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.

  
  

• Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.

  
  

• Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking.

  
  

• Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.

  
  

• Purpose Driven Work: We have a superpower that we’ve never talked about with as much pride as we should – we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

  
  

Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward. 

Accessibility 

As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.

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More information about Thomson Reuters can be found on https://thomsonreuters.com.