Wood Mackenzie is the global data and analytics business for the renewables, energy, and natural resources industries. Enhanced by technology. Enriched by human intelligence. In an ever-changing world, companies and governments need reliable and actionable insight to lead the transition to a sustainable future. That’s why we cover the entire supply chain with unparalleled breadth and depth, backed by over 50 years’ experience. Our team of over 2,400 experts, operating across 30 global locations, are enabling customers’ decisions through real-time analytics, consultancy, events and thought leadership. Together, we deliver the insight they need to separate risk from opportunity and make confident decisions when it matters most.

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

Role Description

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 Short-term power (STP) sales team driving subscription renewals, cross-sell opportunities and developing new customer sales; measured by sales results.
You will have responsibility for developing and maintaining relationships within our European STP client base, increasing penetration at all levels and managing complex relationships across 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 customer-first, value-based selling skills.

Main Responsibilities

Delivering on-time subscription renewals – ensuring quarterly targets are met
Account growth – driving upsell and cross-sell opportunities within the client base
Territory growth – driving more companies to choose Woodmac for their Energy & Natural Resources intelligence
Smart sales acumen demonstrated via pipeline management and sales qualification
Exemplary collaborative approach to Account and sales opportunity management

About You

The successful candidate will have a good knowledge of the power or commodities trading sector and the use of trading data and analytics. 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.

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.
Have relevant experice from ideally from power trading but commodity trading more broadly could be applicable
Be a self-motivated and energetic individual, a value-based negotiator and results-oriented
Demonstrate great judgment in resource utilisation and optimisation
Demonstrate a genuine interest in personal development & growth and be receptive to coaching
Have an intellectual curiosity about how data and analysis solve critical business issues
Show effective organisational and planning skills with the ability to effectively manage workload
Demonstrate exceptional collaboration skills in a complex, matrix business
Experience in using CRM systems such as Salesforce

Expectations

We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 3 days per week to foster and contribute to a collaborative environment.

Equal Opportunities

We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex, national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov

If you are applying for a role and have a physical or mental disability, we will support you with your application or through the hiring process.

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