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.
WoodMac.com
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
We are looking for an enthusiastic, talented and ambitious Technical Sales professional to help lead the identifying and closing of growth opportunities for our Oils & Chemicals offerings within existing customers across the EMEA region; as well as maximising upsell during renewals in coordination with account managers across the EMEA region.
The Technical Sales team is a key driver for sales execution and performance across existing accounts. You will be instrumental in the achievement of sales growth targets as well as the effective use of resources to achieve targets.
Main Responsibilities
Product and sector expertise:
Develop a deep understanding of the value of our Oils & Chemicals solutions to our customers and a good understanding of the Oils & Chemicals sector to support new business identification and customer retention.
Act as an internal ambassador for the Oils & Chemicals business, supporting communication of product enhancements and market developments across the organisation and working with teams including sales, customer focus, customer solutions, marketing, research and consulting.
Proactive new business development and retention: Partner with Regional Sales colleagues to broaden and deepen our Oils & Chemicals relationships within existing customer accounts, understand customer workflows and demonstrate how our Oils & Chemicals solutions can address them, identify unmet customer needs, and uncover new buying centres. Work with other functions to support engagement and retention of Oils & Chemicals customers where revenue is at risk.
Territory planning: Develop, regularly maintain, and own a sales plan for your territory. Identify key growth markets, needle moving opportunities, and risks within your existing portfolio to plan your time effectively and develop a sales strategy and tactics. Collaborate with other stakeholders to build and execute on your plan, including Regional Sales, other Product Sales colleagues, Customer Focus, Research, and Consulting.
Product development collaboration: Work closely with the Product and Research teams to help shape the Oils & Chemicals product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence. Support new Oils & Chemicals product and service development launches.
Own the sales process: Take responsibility for the following aspects of the sales process which include prospecting, qualification, and selling the value proposition at all levels. Collaborate with the regional Sales team by providing product sales support to the following aspects of the sales process which include, proposals pitching and technical & commercial negotiations. Ensure all aspects of the sales process are handled efficiently and fully documented.
Accurate sales forecasting: Effectively manage the business pipeline to ensure accurate forecasting in Salesforce.
About You You will: Have significant experience in client facing or Account Management roles. Demonstrate a deep knowledge of the Oils & Chemicals industry. Have an extensive commercial track record in developing clients and establishing a trusted advisor relationship. Be a self-motivated and energetic individual, a successful negotiator and results oriented. Have a proven track record in collaborating with different internal teams to achieve commercial success. Demonstrate outstanding judgment in resource utilisation and optimisation. Be passionate about growing the business and have a genuine interest in developing and growing yourself. Have an intellectual curiosity about how data and analysis solve critical business issues. Show effective organisational and planning skills with the ability to manage own workload effectively. Previous experience with CRM systems such as Salesforce would be an advantage. 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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Proactive new business development and retention: Partner with Regional Sales colleagues to broaden and deepen our Oils & Chemicals relationships within existing customer accounts, understand customer workflows and demonstrate how our Oils & Chemicals solutions can address them, identify unmet customer needs, and uncover new buying centres. Work with other functions to support engagement and retention of Oils & Chemicals customers where revenue is at risk.
Territory planning: Develop, regularly maintain, and own a sales plan for your territory. Identify key growth markets, needle moving opportunities, and risks within your existing portfolio to plan your time effectively and develop a sales strategy and tactics. Collaborate with other stakeholders to build and execute on your plan, including Regional Sales, other Product Sales colleagues, Customer Focus, Research, and Consulting.
Product development collaboration: Work closely with the Product and Research teams to help shape the Oils & Chemicals product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence. Support new Oils & Chemicals product and service development launches.
Own the sales process: Take responsibility for the following aspects of the sales process which include prospecting, qualification, and selling the value proposition at all levels. Collaborate with the regional Sales team by providing product sales support to the following aspects of the sales process which include, proposals pitching and technical & commercial negotiations. Ensure all aspects of the sales process are handled efficiently and fully documented.
Accurate sales forecasting: Effectively manage the business pipeline to ensure accurate forecasting in Salesforce.
About You You will: Have significant experience in client facing or Account Management roles. Demonstrate a deep knowledge of the Oils & Chemicals industry. Have an extensive commercial track record in developing clients and establishing a trusted advisor relationship. Be a self-motivated and energetic individual, a successful negotiator and results oriented. Have a proven track record in collaborating with different internal teams to achieve commercial success. Demonstrate outstanding judgment in resource utilisation and optimisation. Be passionate about growing the business and have a genuine interest in developing and growing yourself. Have an intellectual curiosity about how data and analysis solve critical business issues. Show effective organisational and planning skills with the ability to manage own workload effectively. Previous experience with CRM systems such as Salesforce would be an advantage. 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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