Job Description

Wood Mackenzie is looking for enthusiastic, talented, and ambitious sales professional to join our growing Upstream & Carbon Management (UCM) Sales team. The role is to partner with the regional sales teams to further identify and grow our UCM portfolio across our existing customer base. The role will be responsible for growing our UCM business in your region.

The Technical Sales Specialist will report into the Head of UCM Sales. You will be instrumental in assisting the sales team achieve its sales targets as well as ensuring knowledge transfer across the business.

Responsibilities of the Role

Product and sector expertise:

• Develop a deep understanding of the value of our UCM solutions and the UCM sector to deliver cross sell growth and support customer retention. With a specific focus on Subsurface, CCUS and Emissions.
• Act as an internal ambassador for the UCM segment, supporting communication of product enhancements and market developments across the organisation and working with teams including sales, customer success, marketing, research and consulting.

Retention and proactive new business development:

• Partner with Regional Sales colleagues to support the value proposition of the new offerings we will be developing and position these within the accounts where we think there is potential for growth. This will be achieved through a deep understanding of customer workflows and demonstrate how the new solutions can address them, identify unmet customer needs, and uncover new buying centres.
• Support the customer lifecycle by working with other functions to support, engagement, NCD and retention.
• Responsibility for making sure we are being consistent (regionally and globally) in our approach (e.g. bundling of content, discount levels, target setting) across the UCM portfolio

Territory planning:

• Developing a clear regional strategy for the UCM portfolio, including Go-To-Market Strategies as well as retirement plans for legacy products
• 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 Product Sales, Customer Focus, Research, and Consulting to build and execute on your plan, and to challenge Regional Sales colleagues on their ambition to deliver growth across the segment.
• Build strong relationships across the UCM Segment to ensure alignment across the regional sales organisation

Product development collaboration:

• Working with the regional Marketing team, including Product Marketing, to ensure that their budgets and plans align with the regional UCM Sales strategy
• Work closely with the Product and Research teams to help shape the UCM product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence.
• Support new UCM product and service development launches through the development of go-to-market activities.

Ensure the sales process is followed:

• Support all aspects of the sales process which include prospecting, qualification, selling the value proposition at all levels, deal structure, final negotiations, and closing. All aspects of the sales process must be handled efficiently and fully documented.
• Work closely with Product Specialists on UCM regional pre-Sales strategy

Accurate sales forecasting:

• Effectively manage the business pipeline to ensure accurate forecasting in Salesforce.

Qualifications

Knowledge & Experience

You will:

• Have significant experience in client facing or Account Management roles.
• Demonstrate a deep knowledge of the UCM sector.
• 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.

Core Competencies

• 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.

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.
• While this is expected to be a full-time role, part-time or flexible working arrangements will be considered.

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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Additional Information

What you’ll love about us

Wood Mackenzie is a place where we are committed to supporting our people to grow and thrive. We value different perspectives and aspire to create an inclusive environment which encourages diversity and fosters a sense of belonging.

Wood Mackenzie values everyone’s contribution and helps them reach their full potential while sustaining an organisational culture of health and well-being.

Our core values are:

• Respect for the Individual
• Integrity
• Passion
• Persistence
• Confidence with humility
• Excellence
• Teamwork

We understand the importance of bringing your whole self to work and to achieving balance between work, family and other life commitments. We are open to considering flexible working arrangements to enable the greatest spectrum of talent to contribute to Wood Mackenzie's success.

Hear what our team has to say about working with us: https://www.woodmac.com/careers/our-people/

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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