Job Description:About us:
Dow Jones is a global provider of news and business information, delivering content to consumers and organizations around the world across multiple formats, including print, digital, mobile and live events. Dow Jones has produced unrivaled quality content for more than 130 years and today has one of the world's largest news-gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal, America's largest newspaper 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 division of News Corp (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).
About the Role
B2B and Operations provide services, solutions and support to many customers including financial institutions, corporations, universities, government agencies, executives and business professionals. You will report to the Regional Sales Director.
You are 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 initiate 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 by telephone, email and social media. Using a consultative sales approach, you will identify and develop an understanding of the clients’ needs and deliver an initial value proposition of Dow Jones products to create 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 our 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 business needs
IDENTIFY PROSPECTS: Complete market analysis to identify good potential new to company target organizations, plus the 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: 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 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 available
Strong results orientation, with the commitment and drive to achieve new business goals
Passionate about closing business and an ability to work independently when needed
Good communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is articulated to prospects and a persuasive business case is presented in email and verbal communications
Excellent telephone skills; you will feel comfortable building partnerships, 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 business case, overcome objections, use solid supporting information, and ensure sales opportunities are managed to a successful conclusion
A proven successful track record in a new business development role
Experience selling subscription based products (business information and research).
Comprehensive Healthcare Plans
Paid Maternity and Paternity Leave
Subscription Discounts and many more
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 email@example.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: PIB - SALES
Job Category: Sales
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: 39646