Senior Account Manager - Power Trading Analytics

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.

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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 Purpose

This is an opportunity to join the Short-Term Power Sales team within Wood Mackenzie’s Power and Renewables (P&R) segment. The P&R Sales team is dedicated and passionate about enabling and
driving our client’s success through use of our industry leading data and analytics.
The Short-Term Power practice is a fast-growing business segment for Wood Mackenzie. It is an exciting time to join us as a Senior Account Manager as we continue to develop and commercialize solutions that enable our customers to drive million and billion dollar decisions on a daily basis.
 

The Senior Account Manager is experienced within power trading or power trading analytics and will play a pivotal role in growing and embedding the Short-Term Power services in clients in a manner that establishes the service portfolio as the “must have” solution to support customer workflows.
This is a senior hire, and the successful candidate will be expected to have an immediate impact on results, be credible and be comfortable in a high-profile position both inside and outside the organization. They will thrive on the business development process, and all this entails.
We are looking for an experienced and ambitious New Client Development professional to help lead the prospecting, identifying and closing of new business for our Short-Term Power Analytics offerings across the Americas region.
The New Client Development team is a key driver for sales execution and performance across new accounts. You will be instrumental for the achievement of sales targets as well as the effective use of resources to achieve targets.
 

Main Responsibilities
 

• Proactive outbound and inbound new business development
• Target, prospect, identify, evaluate, and prioritize outbound new business opportunities and execute the practices necessary to successfully open doors and close opportunities.
• Conceive and execute effective promotional and prospecting programs to increase awareness of Wood Mackenzie among qualified prospects in collaboration with the Marketing team.
• Travel to key industry meetings & events to support the growth of your pipeline and pursue new business opportunities in collaboration with the Events team, Research and other Sales colleagues.
• Work closely with the Lead Management team to respond quickly and efficiently to all inbound and outbound leads to maximize win rates and meet Wood Mackenzie’s response time SLAs.
• Collaborate with other internal stakeholders as required to drive deals forward such as Product Sales team colleagues, Research and Consulting.
• Promote the organization in line with the company strategy, business plans and values.
• Territory planning
• Develop and regularly maintain a sales plan for your territory to support our growth ambitions for Short-Term Power Analytics in the Americas and position Wood Mackenzie as a clear market leader.
• Collaborate with other stakeholders to build and execute on your plan, including Regional Sales, other Product Sales colleagues, Customer, Product Specialists, Research, and Consulting.
• Own the sales process:
  • Take responsibility for all aspects of the sales process which include prospecting,
    qualification, selling the value proposition at all levels, final negotiations, and
    closing. All aspects of the sales process must be handled efficiently and fully documented.
  • Work with the Account Management team to ensure a successful client handover
    process after a deal is won.
• Accurate sales forecasting:
  • Effectively manage the business pipeline to ensure accurate forecasting in
    Salesforce.
• Product and sector expertise:
  • Develop a deep understanding of the value of our Short-Term Power Analytics solutions to our customers and a good understanding of the power trading sector to support new business identification and business winning, including uncovering new audiences and growth sectors for our solutions.
• Product development collaboration:
  • Work closely with the Product and Research teams to help shape the Short-Term
    Power Analytics product development roadmap based on customer feedback, your
    experience and knowledge of customer workflows, and relevant competitor intelligence.
  • Support new P&R product and service development launches.
     

About You

• Have an in-depth understanding of new business development, sales, and the power trading sector including personal network and understanding of competitive environment and market conditions.
• Have a commercial track record in quickly building trust, winning new customers, growing a sales territory and consistently meeting and exceeding targets.
• Be a self-motivated and energetic individual, a successful negotiator and results oriented.
• Be passionate about growing the business and have a genuine interest in developing and
  growing yourself.
• Show effective organizational and planning skills with the ability to manage own workload
  effectively and ability handle complex client enquiries and provide support for internal
  business initiatives.
• Demonstrate solution-oriented thinking: anticipating client questions and have well
  thought-out answers.
• Have superior written and verbal communication skills and outstanding presentation
  abilities.
• Seasoned negotiator with experience at higher levels
   
• Have a proven track record in collaborating with different internal teams to achieve
  commercial success.
• Contribute to defining and portraying best practice in new client development and
  contributes to elevating performance and processes across the global P&R business
  development team
• Have an intellectual curiosity about how data and analysis solve critical business issues.
• Previous experience with Salesforce CRM would be an advantage.
   

Expectations
 

• As a senior sales role the individual needs to act as a senior voice in the team, deliver
  exemplary results consistently and act as a mentor & coach to more junior team members
  through a period of rapid change and growth.
• 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

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.