Job Description:
Commercial Account Specialist
About the Role
Dow Jones Energy is seeking a strategic Commercial Account Specialist to bridge the gap between our commercial sales teams, internal research experts, and global clients.
Instead of executing standard transactional sales, your goal is to proactively diagnose complex client workflows, architect targeted engagements with our world-class research analysts, and deliver integrated market intelligence solutions. You will drive revenue growth across both new and existing accounts by capitalizing on high-value up-selling opportunities and leveraging a proven track record in software or information services.
Combining strategic relationship-building with a sharp understanding of business economics, this role requires a disciplined focus on consistently hitting monthly, quarterly, and annual quotas backed by highly accurate pipeline forecasting.
By aligning our analytical capabilities with client needs, you will transform Dow Jones Energy from a data vendor into an indispensable strategic partner—directly driving client retention, expanding contract values, and unlocking new revenue pipelines.
What’s in it for You
- Strategic Client Advisory: Move beyond product demos to co-architect high-value engagements with all levels and users of an organization including C-suite and senior operational leaders.
- Diverse Portfolio: Collaborate with commodity traders, banks, brokerages, producers, governments, utilities, marketers and refining/chemical companies.
- Cross-Functional Visibility: Build a high-profile internal network across global account management, editorial, and research divisions.
You Will
1. Account Diagnosis & Portfolio Analysis
- Workflow Mapping: Partner with Commercial Team to analyze client portfolios, map workflows, and identify unaddressed information gaps.
- Consultative Discovery: Conduct diagnostic sessions to uncover client operational pain points and project deadlines while keeping the entire account team informed.
- Solution Integration: Identify commercial opportunities to inject market intelligence directly into client supply chain, procurement, and asset-planning workflows.
- Commercial Accountability: Own regional net sales and retention targets by proactively managing a designated book of business alongside generalist sales teams.
2. Expert Engagement & Technical Alignment
- Workshop Design: Facilitate targeted client briefings and workshops/customer days, strategically pairing clients with internal research experts.
- Strategic Briefing: Define clear objectives for expert-led engagements, ensuring analysts are fully briefed on client needs to maximize business value.
- Relationship Anchor: Translate high-level analyst insights into concrete, actionable product solutions for the client post-session.
- Market Advocacy: Demonstrate deep energy products and market knowledge to effectively present our insights and promote the Dow Jones Energy brand.
3. Pipeline Management & Operations
- CRM Discipline: Track and document all pre- and post-sales activities in Salesforce to maintain a healthy pipeline and accurate forecasting.
- Regional Support: Travel up to 40% across the region for face-to-face client engagements, industry conferences, and regional roundtables.
- Cross-Functional Strategy: Collaborate with commodity teams to refine regional strategies and evolve product offerings.
You have
- Education: Bachelor’s degree in Business, Economics, Chemical Engineering, or a related field (Master’s preferred) or equivalent experience
- Experience: Demonstrable B2B enterprise sales, technical account management, or research consulting experience within the commodity, oil, gas, or chemical sectors.
- Language: Full verbal and written fluency in English.
- Tools: Proficiency in CRM platforms (Salesforce) and Excel for account tracking and data scoping.
- Travel: Willingness to travel 40% within the region.
Experience & Skills
- Consultative Selling: Proven track record in solution-selling, technical account management, or consulting, with a knack for uncovering hidden needs.
- Commodity Data Expertise: Foundational understanding of global crude, refined and petrochemical markets, trade flows, pricing mechanics, and complex datasets.
- Cross-Functional Collaboration: Ability to seamlessly align internal research teams and commercial sales reps with diplomacy.
- Communication & Precision: Strong presentation and active listening skills; ability to guide technical conversations and ensure data accuracy matches client project parameters.
There are 5 Commodity Sales Categories:
1. Refined Products and Feedstocks
Key Commodities: Crude oil, refinery feedstocks, natural gas liquids (NGLs), gasoline, diesel, jet fuel, marine fuels (including VLSFO), biodiesel, ethanol, and renewable diesel.
Core Solutions: Refined Products & Feedstocks Pricing (daily prices, breaking news, and analysis for bulk markets).
Forecasting/Outlook Services:
- Energy Macro Service: Provides short- and long-term price forecasts, plus supply and demand outlooks for crude, refined products, and natural gas.
- NGL & Naphtha Service: Focused on petrochemical feedstock buyers with forecasts and forward curves.
- Global LPG Outlook & Global Ethane Outlook: Provides trade flows, price forecasts, and long-term outlooks.
2. Coal, Metals, & Mining
- Key Commodities: Thermal and metallurgical coal, iron ore, steel raw materials, green steel, copper, aluminum, nickel, zinc, ferro alloys, manganese, and ferrous scrap.
- Core Solutions: MineSpans (for 360° bottom-up views of mining costs), Coal Supply Chain Emissions data, McCloskey Energy Research, and the McCloskey Coal & Energy Report.
3. Chemicals
- Key Commodities: Olefins, Plastics & Polymers, Inorganics, Syngas, Aromatics and Fibers.
- Core Solutions: Price discovery, long-term forecasting, and advisory services across 200+ core building block chemicals.
4. Environmental & Renewables
- Key Commodities: Compliance and voluntary carbon markets, Low Carbon Fuel Standard (LCFS), RINs, biofuels, hydrogen, solar materials, recycled plastics, and biodiversity credits.
- Core Solutions: Global Carbon Market Report, Global Carbon Offsets Report, Global Hydrogen Report, Solar Weekly, Biofuels Daily Report, Global Recycled Plastics Weekly, and CAMIRO (Carbon & Clean Fuels Analytics).
5. Retail Market – London Office Only
- EcoMovement: This core solution delivers real-time pricing alongside comprehensive EV charging point data, serving as the definitive benchmark for charge point operators to establish precise pricing and optimize energy infrastructure investments.
- Retail Market Pricing & Network Planning: These solutions deliver retail competitor pricing, layered with rules-based and/ AI strategies to optimize site profitability and site-specific intelligence to optimize location selection, enabling companies to accurately analyze local market dynamics and strategically plan new station developments.
#LI-Hybrid
Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status or any other protected characteristic under applicable law.
Reasonable Accommodation
We are 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 or participating in an interview 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.
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Business Area:
Dow Jones - Energy
Job Category:
Sales
Union Status:
Non-Union / A clear and likely internal candidate
