Account Executive

Job Description:

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

this role.

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 (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:

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

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 selling information to the financial services

industry

Sensible management of Dow Jones travel and expenses costs is expected

Company Overview:

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

Job Area2 ..


Meet Some of Dow Jones's Employees

Geoff R.

News Editor, WSJ

Geoff manages the Money Investing Section of the WSJ, coordinating visual, graphical, and copy content published in print and online to present readers with the best finance market stories.

Sendi D.

Subscriber Services Manager

Sendi works in Subscription Department at Dow Jones, dealing with fraudulent complaints and providing customer service support for WSJ, WSJ+, Barron's, and its affiliated sub-agencies.


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