Business Development Manager

New Business Sales Executive About the Role

The New Business Development Representative 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. 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 Dow Jones products to generate interest. You will be 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. You must maintain accurate and appropriate client records within the Company’s CRM.

You will develop product subject‑matter expertise and align with the outside sales specialists for collaboration and best practices.

B2B and Operations provides services, solutions and support to a wide range of customers including financial institutions, corporations, universities, government agencies, executives and business professionals.

• 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. 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:
  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

• 4 or more years of continuous, successful experience in a new business development role with a proven successful track record that requires cold calling.
• Demonstrated success in generating new streams of Dow Jones revenue through the full management of the sales cycle (from research to closure), consistently meeting or exceeding demanding new business targets.
• Expertise in proactively contacting targets (Prospecting) and quickly qualifying genuine opportunities, with significant experience in cold calling into Fortune 1000 companies.
• Strong negotiation and closing skills used to build a solid, persuasive business case, overcome objections, and ensure sales opportunities are managed to a successful conclusion.
• High level of business awareness combined with excellent communication skills (listening, questioning, written, and verbal) to clearly articulate the Dow Jones value proposition in the appropriate business context.
• Proficiency in leveraging the global CRM system to maintain accurate and clear records for solid deal history and to manage the Sales Forecast and Pipeline accurately.
• Experience selling subscription‑based products (business information and research) is a significant advantage.

• Comprehensive Healthcare Plans
• Paid Time Off
• Retirement Plans
• Compre…