New Business Sales Executive

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 drive 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 will report to the Regional Sales Director.

You Will:

• 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

You Have:

• 4+ 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)

Our Benefits

• Comprehensive Healthcare Plans
• Paid Time Off
• Retirement Plans
• Comprehensive Insurance Plans
• Lifestyle programs & Wellness Resources
• Education Benefits
• Family Care Benefits & Caregiving Support
• Subscription Discounts
• Employee Referral Program