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.