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 prospect for new business as well as manage a "book of
business." This means the AE is responsible for driving new business of Dow Jones products through
prospecting, cold-calling and client calls as well as 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
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
- 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
- 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 (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
- 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:
Confident at cold calling, understanding the best times to successfully reach prospects when they
are ready to listen
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, to ensure time is maximized for revenue-generating activities and the
most important customers/prospects receive an excellent level of account management
Excellent communication skills (listening, questioning, written and verbal) to ensure the Dow Jones
value position is clearly articulated to prospects, a persuasive business case is presented 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 the business
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
Exceptional negotiation and closing skills to manage renewals from the AM's set of customers to a
A proven successful track record of at least 5 years of selling information to the financial services
Sensible management of Dow Jones travel and expenses costs is expected
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).
Equal Opportunity Employer:
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
Requisition ID 2017-30178
Job Locations USA-CA-SAN FRANCISCO
Job Function ..
Business Area ..
Job Area1 Sales
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Meet Some of Dow Jones's Employees
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