Job Description:About Our Organization:
Dow Jones is a global news and business information provider, delivering content to consumers and organizations worldwide across multiple formats, including print, digital, mobile, and live events. Dow Jones has produced unrivaled quality content for more than 125 years and today has one of the world's most significant news-gathering operations globally. It produces leading publications and products, including the flagship Wall Street Journal, America's largest newspaper by paid circulation; Factiva, Barron's, MarketWatch, Financial News, Dow Jones Risk & Compliance, Dow Jones Newswires. Dow Jones is a division of News Corp (NASDAQ: NWS, NWSA; ASX: NWS, NWSLV).
About the Team:
Dow Jones powers businesses, governments, and financial institutions with award-winning journalism, in-depth content archiving and indexing, robust data sets, and flexible information tools. Whether you want to uncover market advantage, integrate data into a workflow, or manage risk, Dow Jones has a portfolio of solutions to meet your information needs.
About the Role:
Our Professional Information Business Sales team is looking for New Business Sales Executives to join Direct Sales. The New Business Sales Executive (NBSE) drives the new business of Dow Jones products through prospecting, cold-calling, and client calls. The NBSE will nurture leads while feeding its prospect funnel. The NBSE initiates sales activity with new-to-company prospects and new buying centers within existing clients through lead research and qualification. The NBSE will develop targeted campaigns to contact prospects by telephone, email, and social media. Using a consultative sales approach, the NBSE will identify an understanding of the client's needs and deliver an initial value proposition of Dow Jones products to produce interest. The NBSE manages the complete sales cycle from start to finish, and, based on the complexity of the opportunity, the NBSE may engage outside sales specialists. The NBSE must maintain accurate and appropriate client records within our CRM. The NBSE will develop product subject matter expertise and align with outside sales specialists for collaboration and best practices. You will report to the Regional Sales Director of Middle Markets.
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 prospect
PROSPECT: Contact the targets identified. The NBSE 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 possibility 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 candidates.
PRODUCT KNOWLEDGE: Express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to ensure that solutions address the precise needs of 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
2+ years experience with cold calling, understanding the best times to reach prospects when they are ready
Commitment and guide to achieve new goals in the business environment.
Passionate about closing business
(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 oral communications
Excellent telephone skills; successful NBSEs will feel comfortable building relationships, developing business relationships, and demonstrating products over the telephone.
High level of business awareness to help with the prospects, spot potential opportunities within a peer group or industry sector, and express the benefits of Dow Jones in the appropriate business context.
Negotiation and closing skills to build a solid business case, overcome objections, use trustworthy supporting information, and ensure sales opportunities are managed to a successful conclusion
A successful track record in a new business development role that requires cold calling into Fortune 1000 companies
Experience selling subscription-based pro
Comprehensive Insurance Plans
Employee Referral Program
Fitness Reimbursement Program
Paid Time Off
Region Specific Benefits, as applicable
Dow Jones , Making Careers Newsworthy
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
NYC Pay Range: $50,000 - $180,000
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: 34620