New Business Sales Executive

Dow Jones & Company•New York City, NY

1d•Onsite

About The Position

Our Enterprise Sales team is currently seeking a New Business Sales Executive to join our Corporate sales team. The New Business Sales Executive is responsible for driving new business of The Wall Street Journal, Barron's and Marketwatch 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 our Corporate products to generate interest. You will be responsible for managing the complete sales cycle from start to finish. You must maintain accurate and appropriate client records within the Company's CRM. You will develop product subject matter expertise and align with the inside sales specialists for collaboration and best practices.

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 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
5 + years of experience selling subscription based products (business information and research) is a plus.

Responsibilities

Generate new streams of Dow Jones revenue through sales of WSJ, Barron's and Marketwatch 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. 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
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 Corporate 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
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