Job Description:
About the role:
Our Business Sales team is currently seeking a New Business Sales Executive to join Direct Sales. The New Business Sales Executive 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. The New Business Sales Executive is 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. New Business Sales Executive is 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. The New Business Sales Executive must maintain accurate and appropriate client records within the Company’s CRM.
You Will:
- 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. 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 opportunity exists
- ANALYSE 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
You Have:
- 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 NBSEs 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.
Our Benefits
- Comprehensive Healthcare Plans
- Paid Time Off
- Retirement Plans
- Comprehensive Insurance Plans
- Lifestyle Programs & Wellness Resources
- Education Benefits
- Family Care Benefits & Caregiving Support
- Commuter Transit Program
- Subscription Discounts
- Employee Referral Program
- Financial Health Programs
- Cybersecurity Protection
Learn more about us and our benefits click here.
Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status or any other protected characteristic under applicable law. EEO/Disabled/Vets
Reasonable Accommodation
We are 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 or participating in an interview 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.
Please refer to the privacy notice at the bottom of this page for submitting any data access, deletion, or other data subject rights requests, where permitted under your local laws and regulations.
Business Area:
Dow Jones - Risk Sales
Job Category:
Sales
Union Status:
Union role
Base Pay Range: 75,000.00 - 100,000.00
We’re committed to offering competitive and flexible compensation to attract top talent. This pay range reflects our good faith estimate for the role and may vary based on a candidate’s experience, skills, location, and other relevant factors.
For bonus-eligible roles, targets are determined based on multiple considerations, including market benchmarks and individual contributions.
For benefits-eligible roles, we offer a comprehensive and competitive benefits package covering health, retirement, wellbeing, and more, along with optional benefits to meet the diverse needs of our employees.
