When you join Dow Jones, you become part of one of the most dynamic, creative and savvy news and information companies in the world. As a global leader in news and business intelligence, we're newswires, websites, newspapers, apps, newsletters, databases, magazines, and podcasts - including some of the widest-read and most trusted and respected brands, like Factiva, The Wall Street Journal, Barron's and MarketWatch. Our media inform the decisions that are vital to the world's commerce, while our databases make the business world more transparent. We continually develop technology to transform information into insight and insight into prosperity. From 58 countries and in twenty five languages, we enlighten and inspire audiences with authoritative, differentiated and trusted content.
The role of the B2B Account Executive (AE) is to grow and manage a book of business with financial services companies as well as prospecting for new companies. This means the AE is responsible for all aspects of the relationship with a defined set of financial services customers. The number of companies managed by an AE will typically be around fifty clients.
The AE is responsible for retaining and growing the existing B2B contract revenue (from existing buying centers) within their set of customers. The AE will also initiate sales activity with new buying centers (in collaboration with Sales Specialists) and will also be responsible for prospecting a defined set of companies that currently do not have business with Dow Jones, within a defined territory.
Client relationships are built and maintained via video conferencing, telephone, email, and in-person meetings. An ability to develop strong business relationships in both video conferencing - and in person meetings - is crucial to the success of this role along with telephone and email communications. Occasional travel for customer visits and conferences is required.
The successful Account Executive will retain business within the established customer base, work to develop opportunities and display a strong level of business understanding of the information needs of financial services firms.
MEET NEW BUSINESS TARGETS: Generate new streams of Dow Jones revenue through sales of products and services which address the needs of financial services firms.
PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Dow Jones B2B products and solutions in financial services, and use this knowledge to help increase the value and adoption of our solutions by our clients
IDENTIFY PROSPECTS: Using available business development tools, complete market analysis to identify new buying centers, plus the specific roles and individuals to be prospected. Develop and execute a plan with Sales Specialists to grow your territory by understanding the complete suite of Dow Jones products and successfully take them to market.
DEVELOP OPPORTUNITIES: Identify opportunities for increased revenue within different buying centers in a set of financial services accounts (both up-selling and cross-selling), and actively where appropriate, engaging with Sales Specialists to bring to close new business.
ACCOUNT MANAGEMENT: Acquiring a deep knowledge of each customer’s goals, strategy and challenges. Responsible for all areas of account management, including an in-depth understanding of the client landscape and how they can derive value from the Dow Jones suite of products. This includes having an understanding of competitor solutions to leverage the opportunity for displacement.
RETENTION/RENEWALS: Working together with a Client Engagement Specialist (CES), to retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers' business needs. AE's & CES' will collaborate to develop and execute a plan to manage all account renewals, initiating communication with the client at the right time and fulfilling contractual obligations for providing account information to the client.
RELATIONSHIPS: Maintain good levels of customer satisfaction through ongoing communication with all customers, and build solid working relationships with each customer.
FORECASTING: Effectively manage sales forecasts and pipelines to ensure clear reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales
MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system to provide timely management information.
Skills & Experience:
A proven successful track record of at least 5 years of licensing information to the financial services industry ranging from news for financial services professionals to data that helps firms mitigate financial crime risk.
High level of financial services knowledge and business awareness to help build credibility with the client, spot potential opportunities within a peer group or financial services sub-vertical, and express the benefits of Dow Jones in the appropriate business context.
Strong time management skills, with an ability to develop and implement effective systems for managing administrative tasks and tracking progress against appropriate activity goals.
Strong results orientation, with the commitment and drive to achieve a new business revenue target goal in a demanding and competitive business environment.
Ability to prioritize tasks and customers, to ensure time is dedicated to revenue-retaining activities.
Excellent communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is clearly articulated to prospects, a persuasive business case is presented and a professional image always conveyed.
Exceptional interpersonal skills in face-to-face meetings to ensure smooth progression of opportunities through the sales cycle. This is a key requirement since larger deals are likely to involve multiple stakeholders (individuals and departments) from all levels of the business.
Exceptional negotiation and closing skills to manage both new business and renewals.
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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.
Business Area: PIB - SALES
Job Category: Sales Group
Req ID: 32512