Account Manager

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Company Description

Wood Mackenzie are the global research, analytics, and consultancy business powering the natural resources industry. For 50 years, we have been providing the quality data, analytics, and insights our customers rely on to inspire their decision making.

Our dedicated oil, gas & LNG, power & renewables, chemicals, metals & mining sector teams are located around the world and deliver a variety of projects based on our assessment and valuation of thousands of individual assets, companies, and economic indicators such as market supply, demand, and price trends.

We have over 1,900 employees in 30 locations, serving customers in nearly 80 countries. Together, we inspire and innovate the markets we serve - providing invaluable intelligence to help our customers overcome the toughest challenges, and make strategic decisions that will, ultimately, accelerate the world's transition to a more sustainable future.

Job Description

Wood Mackenzie provides the data that transforms the way we power the planet - across every part of the energy and materials transition.

We're building a high-performance sales culture to match our unrivalled data, analytics and research solutions.

If you like responsibility, enjoy accountability and know how to drive growth from existing and new customers... this could be the role for you.

Do you want to make an impact on every client you serve? Are you naturally curious? Are you a Problem-Solver with an ability to quickly understand complex processes? Do you like to collaborate? Do you have a growth-mindset and can you prove it? Then this role could be for you.

Role Purpose

The role sits within the European Natural Resources (ENR) sales team driving renewals, cross-sell opportunities and (critically) developing new customer sales; measured by sales results and contribution to the new business target.

You will have responsibility for developing and maintaining relationships within our European client base, increasing penetration at the senior level and managing complex relationships across several different businesses and products as well as helping more new customers to choose Wood Mackenzie.

We are looking for a self-starter, who will build on our existing relationships, identifying opportunities to solve more client problems with Wood Mackenzie solutions. You will thrive in the sales process - from prospecting to closing deals - to the challenges of winning new and cross-sell business and establishing new relationships within your territory.

The successful candidate needs to be highly results-driven and demonstrate strong commercial acumen with excellent pro-active new business development skills, as well as the rigorous application of process - including active use of the Salesforce CRM system. The successful candidate must demonstrate strong value-based selling skills.

Main Responsibilities

• Delivering renewals in a timely manner - ensuring quarterly targets are met
• Account growth - driving upsell and cross-sell opportunities within the set client base
• Territory growth - driving more companies to choose Woodmac for their Natural Resources intelligence
• Smart sales acumen demonstrated via pipeline management, sales qualification and CRM accuracy

Key performance indicators

• Delivering on your annual and quarterly business plan
• Delivering on-time renewals and meeting quarterly and annual targets
• Delivering growth through new business pipeline
• Smart and consistent time management - ensuring new business pipeline is maintained as well as renewal process adhered to
• Support and follow up on all relevant sales plays/new business development initiatives
• Collaborative and client-centric behaviours

Qualifications

The successful candidate will have a good knowledge of the natural resources sector and the use of independent intelligence for strategic and operational business critical decisions. They will have significant experience selling to these communities and ideally already have relationships with target firms and an understanding of how they consume research. The candidate will have a proven ability to develop relationships and be comfortable with challenging, yet achievable, sales targets. Fluency in one or more European languages will be advantageous.

You will:

• Have at least 4 years' experience in a Sales/Account Manager or Territory Manager role
• Have a proven commercial track record in increasing revenue from existing and new clients, ideally in a subscription-based business model.
• Be a self-motivated and energetic individual, a value-based negotiator and results-oriented
• Demonstrate good judgment in resource utilisation and optimisation
• Be passionate about growing the business
• Demonstrate a genuine interest in personal development & growth and be receptive to coaching
• Have an intellectual curiosity about how data and analysis solves critical business issues
• Show effective organisational and planning skills with the ability to manage own workload effectively
• Experience in using CRM systems such as Salesforce

Core Competencies

This role is vital to the development of all accounts across the European client base and a number of disciplines are required to ensure its success, focussing on:

• Time management with a focus on concurrently managing multiple sales opportunities
• Client-centric thinking, identifying, understanding and collaborating to solve client problems
• Driving, planning and executing a new client sales strategy for your territory
• Strong product knowledge across all product portfolios
• Customer focus - product highlights, training documents and upcoming webinars
• Understanding and utilising client usage statistics and client training & engagement requirements
• Awareness of marketing support and tools for the customer

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Additional Information

WoodMackenzie is an equal opportunities employer.

We consider all qualified applicants for employment without regard to race, religion, color, national origin, citizenship, sex, gender identity and/or expression, sexual orientation, veteran's status, age or disability.

https://www.woodmac.com/careers/jobs/

Unsolicited resumes sent to WoodMackenzie, including unsolicited resumes sent to a WoodMackenzie business mailing address, fax machine or email address, or directly to WoodMackenzie employees, will be considered WoodMackenzie property. WoodMackenzie will not pay a fee for any placement resulting from the receipt of unsolicited resume.

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