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Sales Development Representative

Posted: 16 Jun 2020 Closes: 17 Aug 2020
New York (35 hours) Competitive
Permanent & Full-time JR005148

About us

The Financial Times is one of the world’s leading business news organizations, recognized internationally for its authority, integrity, and accuracy. The FT has a record paying readership of one million, three-quarters of which are digital subscriptions. It is part of Nikkei Inc., which provides a broad range of information, news, and services for the global business community. 

We have offices in more than 35 cities, including London, New York, Hong Kong, Beijing, Manila, Sofia, San Francisco, and Tokyo. Join us and find an inclusive and fast-paced environment with unique opportunities to support every step of your career.  Learn more about the FT, including announcements and career opportunities, at aboutus.ft.com.

The position 

The B2B division of the Financial Times licenses FT content to organizations around the world, with clients across corporate, finance, government, professional services, education and media sectors. The Sales Development Executive will be responsible for pre-qualifying leads and prospects for the field sales team to close into new business revenue. The role will support the field sales team through a number of activities which include: pre-qualification of leads/opportunities; identifying potential budget holders and stakeholders on trials; proactive prospecting for new contacts; gathering testimonials/evidence for proposals, responding to inbound web chat inquiries

The role reports into the regional sales team with a dotted line to marketing, to ensure alignment around campaign activity. This role requires the applicant to actively prospect for new contacts as such, they must be comfortable in making 40+ calls per day as to develop a good understanding of the FT product offerings.

What you will be responsible for

  • Prospect and build a sales pipeline for the field sales team via outbound calling and email communication

  • Source new sales opportunities through inbound lead follow-up

  •  Research and contact potential budget holders/decision-makers

  • Pre-qualify leads and book appointments/call backs for the field sales team

  •  Assign qualified leads/opportunities to the field sales team for further development and closure

  • Follow up with each field sales manager to gather feedback and agree next steps

  • Contact readers to gather testimonials and evidence to support sales proposals

  • Act as a bridge between marketing and sales. Liaise with the marketing teams on campaign activity to generate leads and improve the quality of leads

  • Record conversations with prospects on the CRM system for reporting purposes

  • Weekly reporting, including successful calls made and challenges faced

The skills/experience you need to be successful in this role

  • Articulate and tactful communication skills, particularly on the phone 

  • Proactivity, readiness to learn and develop understanding of FT product offering and value proposition

  • Good internet research skills

  • Highly motivated and strong desire to succeed

  • Organized and ability to prioritize a busy workload in a fast paced environment

  • Ability to work accurately, with strong attention to detail

  • Experience in lead nurturing, lead generation and appointment setting

  • Display initiative in undertaking all aspects of the role

  • Good team player with a willingness to collaborate

  • Be a willing contributor to the department, who offers ideas and suggestions

What’s in it for you? Our benefits

  • Generous paid time off 

  • Comprehensive health, vision, dental, and life & disability insurance for employees and their families

  • Competitive 401k and company match, Flexible Spending Account (FSA) and commuter benefits 

  • Paid parental leave (maternity & paternity) 

  • Other great perks such as flexible working, summer Friday’s, volunteer days and in-office events

  • Employee-led networks which promote and celebrate diversity and inclusion in our workplace by connecting, engaging, and empowering individuals across the FT

  • Learn more about ourbenefitsand commitment toinclusion 

Further information

At the FT, we know our most valuable resources are our people and we embrace our employees’ unique skills, experiences, and perspectives. We are committed to providing an inclusive working environment for all. We are an equal opportunities employer that seeks to recruit and appoint the best talent regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion and/or belief. We also promote flexible working and will consider specific requests around flexibility for all roles where it can be accommodated. We aim to treat all employees in a fair and consistent manner, promote good working relationships to encourage high standards of conduct and performance within a work environment free from harassment, bullying, and discrimination. Please let us know if you require any adjustments as part of the application process or to enable you to attend an interview. If you would like to discuss your requirements or have any questions, please contact a member of our HR team who will be happy to help. 

Financial Times

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