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, radio and television - including some of the widest-read and most-respected brands, like Factiva, Dow Jones Risk & Compliance, The Wall Street Journal, Barron's and MarketWatch. Our media inform the discussions and 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.
Our B2B Sales team is currently seeking a New Business Development Representative to join our middle markets sales team. 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 via 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 generate 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 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: Generate 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 specific 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 PROVEN 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
Skills & Experience
Confident at 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
Experience selling subscription based products (business information and research) is a plus.
Dow Jones: Making Careers Newsworthy
At Dow Jones our Managers work to meet our equal opportunity and affirmative action objectives and our Employees help to foster a professional, welcoming and encouraging environment.
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
Req ID: 29017