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Account Executive job

Dow JonesNew York City, NY
Dow Jones jobs

Company

Salary

Skills

Company Description

We break stories, influence ideas, and advance business intelligence and cultural interest. We expose the events that turn markets, the digital breakthroughs that transform art, the demand that drives invention, as well as the political and societal passing moments and lasting consequences. We are the people of Dow Jones. From different fields, backgrounds and viewpoints we invite you to join us.

Job Description


Dow Jones & Co.

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 125 years and today has one of the world's largest news gathering operations globally. It produces leading publications and products including the flagship Wall Street Journal, America's largest newspaper by paid circulation; Factiva, Barron's, MarketWatch, Financial News, DJX, Dow Jones Risk & Compliance, Dow Jones Newswires, and Dow Jones VentureSource.Dow Jones is a division of News Corp (NASDAQ: NWS, NWSA; ASX: NWS, NWSLV).

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.

Dow Jones, Making Careers Newsworthy

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status. 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 talentresourceteam@dowjones.com. Please put ?Reasonable Accommodation in the subject line.

NYC - 1211 Ave of the Americas

Full time
Job_Req_16158

Job Description - Account Executive

When you join Dow Jones, you become part of one of the most dynamic, creative and savvy news and information companies in the world. As a global leader in news and business intelligence, we're newswires, websites, newspapers, apps, newsletters, databases, magazines, radio and television--including some of the widest-read and most-respected brands, like Factiva, The Wall Street Journal, and Barron's. Our media inform the discussions and decisions that are vital to the world's commerce, while our databases make the business world more transparent. We continually develop technology to transform information into insight and insight into prosperity. From 58 countries and in twenty five languages, we enlighten and inspire audiences with authoritative, differentiated and trusted content.

The role of the Account Executive (AE) is to manage a 'book of business' and prospect for new business. This means the AM is responsible for all aspects of the relationship with a defined set of customers. The number of companies managed by an Account Executive will typically be between 25 and 5075 and 150, depending on geography and industry sectors covered.

The Account Executive is responsible for retaining and growing the existing contract revenue (in existing buying centers) within their set of customers. The Account Executive will also initiate sales activity with new buying centers (either independently, or working with Sales Specialists) and will also be responsible for prospecting companies that currently do not have business with Dow Jones, within their defined territory.

Client relationships are built and maintained via telephone, email, and in-person meetings. An ability to develop strong business relationships in a phone-based and in person-based environment is crucial to the success of this role. Some travel could be involved.

The successful Account Executive will retain business within the established customer base, work to develop opportunities and display a strong level of business understanding for the industries covered in their set of customers.

Key Responsibilities:

MEET NEW BUSINESS TARGETS: Generate new streams of Dow Jones revenue through sales of products and services which address prospects business needs

IDENTIFY PROSPECTS: Complete market analysis to identify good potential target organizations, plus the specific roles and individuals to be prospected. Develop and execute a plan to grow your territory by understanding the complete suite of Dow Jones products and successfully take them to market.

RETENTION: Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers' business needs

RELATIONSHIPS: Maintain good levels of customer satisfaction through regular communication with all customers, and build solid working relationships with each customer

RENEWALS: Develop and execute a plan to manage all account renewals, initiating communication with the client at the right time and fulfilling contractual obligations for providing account information to the client

ACCOUNT MANAGEMENT: Responsible for all areas of account management, including the development of good account understanding, understanding clients' businesses and resolving issues in a timely manner; understand competitor solutions the client is using and the client's current and developing needs

ROLLOUT AND ADOPTION: Ensure appropriate levels of customer training and awareness are provided through your own means and partnering with the Account Development Team.

DEVELOP OPPORTUNITIES: Identify opportunities for increased revenue within the set of accounts and a defined set of new to company prospects (up-selling and possibly cross-selling), and where appropriate, engage with Sales Specialists to bring to close.

TEAMWORK: Work on retention initiatives for selected customers with the extended sales team available

PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to help increase the value and adoption of our solutions by the client

FORECASTING: Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales

MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system to provide timely management information.

Skills & Experience:
  • Strong time management skills, with an ability to develop and implement effective systems for managing administrative tasks and tracking progress against appropriate activity goals
  • Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment
  • Ability to prioritize tasks and customers, to ensure time is maximized for revenue-retaining activities and the most important customers receive an excellent level of account management
  • Excellent communication skills (listening, questioning, written and verbal) to ensure theDow Jones value position is clearly articulated to prospects, a persuasive business case ispresented and a professional image always conveyed.
  • Exceptional interpersonal skills in face-to-face meetings to ensure smooth progression of opportunities through the sales cycle. This is a key requirement since larger deals are likely to involve multiple stakeholders (individuals and departments) from all levels of thebusiness
  • Good level of business awareness to help build credibility with the client, spot potential opportunities within a peer group or industry sector, and express the benefits of Dow Jones in the appropriate business context
  • Exceptional negotiation and closing skills to manage renewals from the AM's set of customers to a successful conclusion
  • A proven successful track record of at least 5 years of sales, marketing and/or business development in the financial services industry
  • Sensible management of Dow Jones travel and expenses costs is expected


Business Area:
PIB - SALES

PI111685724

Estimated annual salary
$63,114
average
Minimum
$42,812
Maximum
$113,710

TASKS

  • Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
  • Recommend products to customers, based on customers' needs and interests.
  • Answer customers' questions about products, prices, availability, product uses, and credit terms.
  • Estimate or quote prices, credit or contract terms, warranties, and delivery dates.

SKILLS

  • Reading ComprehensionUnderstanding written sentences and paragraphs in work related documents.
  • Active ListeningGiving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • WritingCommunicating effectively in writing as appropriate for the needs of the audience.
  • SpeakingTalking to others to convey information effectively.

KNOWLEDGE

  • Administration and ManagementKnowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
  • ClericalKnowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
  • Economics and AccountingKnowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
  • Sales and MarketingKnowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

Dow Jones

Type

Subsidiary or Business Segment

Size

5001 to 10000 employees

Revenue

$500M to $1B

Location

Monmouth Junction, NJ

Industry

Media

Founded

1882

CEO

William Lewis

Job Filters

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Interested in interning at Dow Jones? Submit your interest by filling out this form, and you'll be among the first ones notified when we post our Summer 2020 internships. In the meantime, we'll alsoRead more
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By selecting ''Apply'' above, you indicate you have read and acknowledge the Dow Jones Applicant Privacy Notice and Dow Jones Cookie Policy , including data transfers as described in the Policy. JobRead more
Interested in interning at Dow Jones? Submit your interest by filling out this form, and you'll be among the first ones notified when we post our Summer 2020 internships. In the meantime, we'll alsoRead more
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By selecting ''Apply'' above, you indicate you have read and acknowledge the Dow Jones Applicant Privacy Notice and Dow Jones Cookie Policy , including data transfers as described in the Policy. JobRead more
Interested in interning at Dow Jones? Submit your interest by filling out this form, and you'll be among the first ones notified when we post our Summer 2020 internships. In the meantime, we'll alsoRead more
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