Job Profile: New Business Sales Exec
Company Name: Dow Jones
Dow Jones
• New York, NY, United States
• via Jobs/Careers
• Full–time
• No Degree Mentioned
Job highlights
Identified by Google from the original job post
Qualifications
- Cold calling, understanding the best times to successfully reach prospects when they are ready to listen
- Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment
- Passionate about closing business, with a can do attitude and ability to work independently when needed
- Good communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is clearly articulated to prospects and a persuasive business case is presented in email and verbal communications
- Excellent telephone skills; successful candidate will feel comfortable building rapport, 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 and persuasive business case, overcome objections, use solid supporting information where necessary, 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
Benefits of Dow Jones
- Comprehensive Healthcare Plans
- Paid Time Off
- Retirement Plans
- Comprehensive Insurance Plans
- Education Benefits
- Family Care Benefits
- Commuter Transit Program
- Subscription Discounts
- Employee Referral Program
- Learn more about all our US benefits
- Pay Range: $75,000 – $95,000
- We 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
- 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.
Responsibilities
- You will nurture leads while feeding their prospect funnel
- You will initiate sales activity with new-to-company prospects and new buying centers within existing clients through lead research and qualification
- You will develop targeted campaigns to contact prospects via telephone, email and social media
- Using a consultative sales approach, you will identify an understanding of the clients’ needs and deliver an initial value proposition of Dow Jones products to generate interest
- You will manage 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 the Company’s CRM
- You will develop product subject matter expertise and align with the outside sales specialists for collaboration and best practices
- 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 needs
- IDENTIFY PROSPECTS: Complete market analysis to identify good potential new to company target organizations, plus the roles and individuals to be prospected
- PROSPECT: 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 specific prospects, then ensure this knowledge is the foundation for our communications with prospects
- PRODUCT KNOWLEDGE: express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to ensure that solutions address clear 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 the steps taken to reach closure on new business deals
Job description for Dow Jones
Job Description:
About Our Organization:
Dow Jones serves as a prominent global source of news and business information, providing content to consumers and organizations worldwide through various formats, including print, digital, mobile, and live events. With a legacy of over 130 years, Dow Jones has established an unparalleled reputation for quality content and currently operates one of the largest news-gathering networks globally. Its portfolio includes esteemed publications and products such as the Wall Street Journal, the largest newspaper in the United States 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 subsidiary of News Corp (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).
About the Team:
The B2B and Operations team offers services, solutions, and support to a diverse range of clients, including financial institutions, corporations, universities, government agencies, executives, and business professionals.
About the Role:
The New Business Development Representative is responsible for driving new business for Dow Jones products through prospecting, cold-calling, and client engagement. This role involves nurturing leads and enhancing the prospect funnel. You will initiate sales activities with new prospects unfamiliar with the company and explore new buying centers within existing clients through lead research and qualification. You will create targeted campaigns to reach prospects via telephone, email, and social media. Employing a consultative sales approach, you will assess clients’ needs and present an initial value proposition for Dow Jones products to spark interest. You will oversee the entire sales cycle from inception to completion, and depending on the complexity of the opportunity, you may collaborate with outside sales specialists. It is essential to maintain accurate and relevant client records within the Company’s CRM. You will also develop expertise in product knowledge and work closely with outside sales specialists to share best practices and enhance collaboration.
ANALYZE OPPORTUNITIES: Understand the business issues affecting targeted industry sectors and specific prospects, then ensure this knowledge is the foundation for our communications with prospects
• PRODUCT KNOWLEDGE: express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to ensure that solutions address clear 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 the steps taken to reach closure on new business deals
You Have:
• Cold calling, understanding the best times to successfully reach prospects when they are ready to listen
• Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment
• Passionate about closing business, with a can do attitude and ability to work independently when needed
• Good communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is clearly articulated to prospects and a persuasive business case is presented in email and verbal communications
• Excellent telephone skills; successful candidate will feel comfortable building rapport, 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 and persuasive business case, overcome objections, use solid supporting information where necessary, 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
• 3+ years of experience selling subscription based products (business information and research) is a plus.
Our Benefits
• Comprehensive Healthcare Plans
• Paid Time Off
• Retirement Plans
• Comprehensive Insurance Plans
• Education Benefits
• Family Care Benefits
• Commuter Transit Program
• Subscription Discounts
• Employee Referral Program
• Learn more about all our US benefits
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 TalentResourceTeam@dowjones.com. Please put Reasonable Accommodation in the subject line.
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 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.
Business Area: Dow Jones – Business Intelligence
Job Category: Sales
Union Status:
Union role
Pay Range: $75,000 – $95,000
We 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..
Since 1882, Dow Jones has been finding new ways to bring information to the world’s top business entities. Beginning as a niche news agency in an obscure Wall Street basement, Dow Jones has grown to be a worldwide news and information powerhouse, with prestigious brands including The Wall Street Journal, Dow Jones Newswires, Factiva, Barron’s, MarketWatch and Financial News.
This longevity and success is due to a relentless pursuit of accuracy, depth and innovation, enhanced by the wisdom of past experience and a solid grasp on the future ahead. More than its individual brands, Dow Jones is a modern gateway to intelligence, with innovative technology, advanced data feeds, integrated solutions, expert research, award-winning journalism and customizable apps and delivery systems to bring the information that matters most to customers, when and where they need it, every day.
If you are a current employee at Dow Jones, do not apply here. Please go to the Career section on your Workday homepage and view “Find Jobs – Dow Jones.” Thank you.
Req ID: 43103
