Job Description:
New Business Sales Executive
Dow Jones
New York City
About us:
Dow Jones is a global provider of news and business information, delivering content to consumers and organizations around the world across multiple formats, including print, digital, mobile and live events. Dow Jones has produced unrivaled quality content for more than 130 years and today has one of the world’s largest news-gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal, America’s largest newspaper by paid circulation; Barron’s, MarketWatch, Mansion Global, Financial News, Investor’s Business Daily, Factiva, Dow Jones Risk & Compliance, Dow Jones Newswires, OPIS and Chemical Market Analytics. Dow Jones is a division of News Corp (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).
About the Role
B2B and Operations provides services, solutions and support to a wide range of customers including financial institutions, corporations, universities, government agencies, executives and business professionals. You will report to the Regional Sales Director.
The New Business Development Representative is responsible for driving new business of Dow Jones products through prospecting, cold-calling and client-calls. You will nurture leads while feeding their prospect funnel. You will be responsible for initiating sales activity with new-to-company prospects and new buying centers within existing clients through lead research and qualification. You will develop and execute targeted campaigns to contact prospects by telephone, email and social media. Using a consultative sales approach, you will identify and develop a good understanding of the clients’ business needs and deliver an initial value proposition of Dow Jones products to create interest. You will be responsible for managing the complete sales cycle from start to finish and based on the complexity of the opportunity, you may engage outside sales specialists. You must maintain accurate and appropriate client records within our CRM. You will develop product subject matter expertise and align with the outside sales specialists for collaboration and best practices.
You Will:
MEET NEW BUSINESS TARGETS: Produce new streams of Dow Jones revenue through sales of products and services to new to company prospects which address their business needs
IDENTIFY PROSPECTS: Complete market analysis to identify good potential new to company target organizations, plus the roles and individuals to be prospected
PROSPECT: Pro-actively contact the targets identified. You will need to quickly qualify genuine opportunities and move these to the next stage of the sales process, or quickly move on in cases where no worthwhile opportunity exists
ANALYZE OPPORTUNITIES: Understand the business issues affecting targeted industry sectors and/or specific prospects, then ensure this knowledge is the foundation for our communications with prospects
PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to ensure that solutions address clear business needs for the prospect
FORECAST: Manage Sales Forecast and Pipeline to ensure accurate recording of prospecting activity, conversion success, active sales opportunities at each stage of the sales process and forthcoming new business revenue
TRACK ACTIVITY AND SUCCESS: A SUCCESSFUL TRACK RECORD in a new business development role that requires cold calling
MANAGE PROSPECT/CLIENT INFORMATION: Keep accurate and clear records within the global CRM system to provide a solid deal history, showing clearly the steps taken to reach closure on new business deals
You Have:
2 years experience with cold calling, understanding the best times to successfully reach prospects when they are available
Strong results orientation, with the commitment and drive to achieve new business goals
Passionate about closing business and an ability to work independently when needed
Good communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is articulated to prospects and a persuasive business case is presented in email and verbal communications
Excellent telephone skills; you will feel comfortable building partnerships, developing business relationships and demonstrating products over the telephone
High level of business awareness to help build credibility with the prospect, spot potential opportunities within a peer group or industry sector, and express the benefits of Dow Jones in the appropriate business context
Strong negotiation and closing skills to build a solid business case, overcome objections, use solid supporting information, and ensure sales opportunities are managed to a successful conclusion
A proven successful track record in a new business development role that requires cold calling in to Fortune 1000 companies
Experience selling subscription based products (business information and research).
Our Benefits
Comprehensive Healthcare Plans
Paid Time Off
Retirement Plans
Comprehensive Medical, Dental and Vision Insurance Plans
Education Benefits
Paid Maternity and Paternity Leave
Family Care Benefits
Commuter Transit Program
Subscription Discounts
Employee Referral Program
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status. EEO/AA/M/F/Disabled/Vets .
Dow Jones is 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, due to a disability, please reach out to us at [email protected]. Please put "Reasonable Accommodation" in the subject line.
#LI-Hybrid
Reasonable accommodation: Dow Jones, Making Careers Newsworthy - We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. EEO/AA/M/F/Disabled/Vets. Dow Jones is 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, due to a disability, email us at
[email protected]. 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.
Business Area:
Dow Jones - Business Intelligence
Job Category:
Sales
Union Status:
Union rolePay Range: $50,000 - $180,000We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. The quoted salary range represents our good faith estimate as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate’s experience, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the interview process.Pay-for-performance is a key element in our strategy to attract, engage, and motivate talented people to do their best work. Similarly to salary, for bonus eligible roles, targets are set based on a variety of factors including competitive market practice.For benefits eligible roles, in addition to cash compensation, the company provides a comprehensive and highly competitive benefits package, with a variety of physical health, retirement and savings, caregiving, emotional wellbeing, transportation, and other benefits, including "elective" benefits employees may select to best fit the needs and personal situations of our diverse workforce..
