New Business Sales Executive, Dow Jones
$75-95k
Office located in 1211 Ave of the Americas, New York
Business news and financial information publishing
Be an early applicant
Business news and financial information publishing
1001+ employees
Be an early applicant
$75-95k
Office located in 1211 Ave of the Americas, New York
1001+ employees
Company mission
To deliver trusted news and data to help businesses and society make decisions for a better future.
Role
Who you are
- 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
- Good communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is articulated to prospects and a 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)
What the job involves
- 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
- Produce new streams of Dow Jones revenue through sales of products and services to new to company prospects which address their business needs
- Complete market analysis to identify good potential new to company target organizations, plus the roles and individuals to be prospected
- 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
- Understand the business issues affecting targeted industry sectors and/or specific prospects, then ensure this knowledge is the foundation for our communications with prospects
- 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
- 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
- A Successful track record in a new business development role that requires cold calling
- 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
Our take
Dow Jones is a global leader in news and business intelligence, powering a range of well-respected brands, including The Wall Street Journal, Financial News, MarketWatch, and more. The company delivers its content to consumers through a range of formats, such as print, digital, mobile, and live events.
As companies seek to draw Millennials and Gen Z consumers to their platforms, adaptability is vital, since they are driving the demand for innovative tools and techniques, as the world evolves toward the digital-first era. Dow Jones has proven its ability to meet product optimization challenges with its reimagined Factiva offering that includes a list of new features, such as personalized results, an easy-to-use modern interface, and faster free-text search, all with a mobile-first design that adapts to any device.
The company has also focused on new product innovation by expanding its portfolio of capabilities and partnerships, further expanding into AI-powered personalization technologies and ongoing digital transformation. Already a powerhouse in the market, Dow Jones is well set to capitalize on future expansion and innovation opportunities and between 2019 and 2024, doubled its digital subscription base from 2.43 million to 4.86 million.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Theater District, New York, NY
Articles
Leadership
Almar Latour
(CEO, not founder)Before becoming the CEO of Dow Jones and Publisher of The Wall Street Journal, they were the Publisher of Barron’s Group and Executive VP of Dow Jones. They were also the previous Executive Editor of The Wall Street Journal.
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