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About the Role

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 your prospect funnel and 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. The New Business Sales Executive is responsible for managing the complete sales cycle from start to finish and may engage outside sales specialists based on the complexity of the opportunity. The New Business Sales Executive must maintain accurate and appropriate client records within the Company’s CRM.

Responsibilities

Generate new streams of Dow Jones revenue through sales of products and services to 'new to company' prospects which address their business needs
Complete market analysis to identify good potential 'new to company' target organizations, plus the specific roles and individuals to be prospected
Pro-actively contact the targets identified, 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
Understand the business issues affecting targeted industry sectors and/or specific prospects, then ensure this knowledge is the foundation for our communications with prospects
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
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 with a proven successful track record in a new business development role that requires cold calling
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

Requirements

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

Skills

Cold calling
Prospecting
Client-calls
Lead research
Lead qualification
Sales campaign development
Telephone
Email
Social media
Consultative sales approach
Value proposition
Sales cycle management
CRM
Market analysis
Product knowledge
Sales forecasting
Pipeline management
Negotiation
Closing skills
Business awareness
Communication skills
Telephone skills
Business relationship development
Product demonstration

Location

Remote

Work Type

Direct Sales
Full-time

Experience Level

New Business Sales Executive

Salary/Compensations

75,000.00 - 100,000.00

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

About the Company

Dow Jones - Risk Sales
Sales
Union role

Equal Opportunity

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
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.
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