Head of Commercial Operations

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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.

WoodMac.com

Wood Mackenzie brand video

Job Description

The Head of Commercial Operations will enable Wood Mackenzie's performance and growth by implementing best-practice commercial processes tailored to business needs. The role holder will work with a wide group of stakeholders to continuously evolve processes, improve data and insights, and reduce operational risk. They will shape Wood Mackenzie's sales strategy using data and insights and support execution of the strategy from an operational perspective.

The successful candidate will be highly adaptable, resourceful and pragmatic in driving toward industry best practices. They will be equally prepared to advise on strategy development and to work at a detailed, hands-on level to understand and improve team processes.

Leading a global team of approximately 25 employees within the wider Wood Mackenzie Operations function, the Head of Commercial Operations will have a place on both the Sales Leadership Team and the Operations Leadership Team.

Main Responsibilities

• Ongoing development of best practice
  • Drive ongoing development of operational best practice processes
  • Improve resiliency by identifying and mitigating operational risk
  • Work closely with Sales leadership in defining the Sales strategy and operational execution
• Delivery of change initiatives
  • Mobilise and oversee significant programme delivery activity, including:
    • Operational integration of acquisitions
    • Sales change initiatives
  • Build operational change capability / playbook
• Oversight of Commercial Operations function
  • Target setting - Definition and rollout of annual and quarterly individual sales targets.
  • Commissions - Support the definition of sales commission plans and manage the subsequent commission calculation processing, communications and stakeholder engagement.
  • Sales reporting - Provide pipeline, revenue and portal usage reporting capabilities and insights to Sales team and other stakeholders.
  • Quote to cash processing - Ownership of the end-to-end sales process from quote to order and subsequent fulfilment and product entitlement. This includes management of customer contract administration and processing. The entire process, and close collaboration with account managers, is key to ensuring that sales activity is timely, accurate and managed in line with pipeline and revenue expectations.
  • Operational deployment of product changes - Work with the broader business to ensure that there is clarity on the definition and pricing of products and oversee the deployment of new offerings across key commercial processes and systems.
• Role requires continuous collaboration across a number of Wood Mackenzie functions, including Sales, Consulting, Customer Organisation, Commercial Finance, Finance Controllership, Business Solutions, Technology, Legal and Compliance, and Marketing.

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Qualifications

About You

• Sales Operations leadership experience within a subscriptions business required; experience within a consulting business is a plus
• Demonstrated ability to drive business transformation, industry best practices and manage constant change
• Ability to work positively and collaboratively with a wide range of cross-functional stakeholders
• Strong programme / project management capability
• Experience driving M&A integrations or other change programmes from a Sales Operations perspective
• Ability to foster a culture of high performance, teamwork, continuous improvement, and people development
• Experience working closely with executive stakeholders
• Outstanding communication and influencing skills
• Ability to translate strategy into actionable plans
• Willingness to roll up sleeves and work alongside the team at a highly detailed level to ensure business requirements are delivered

Additional Information

Expectations

• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.
• Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones.
• Travel up to 10% may be required.

Wood Mackenzie Values

• Inclusive - we succeed together
• Trusting - we choose to trust each other
• Customer committed - we put customers at the heart of our decisions
• Future Focused - we accelerate change
• Curious - we turn knowledge into action

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Videos To Watch
https://www.youtube.com/watch?v=Y4AVwhQJj_w