Senior Business Development Manager

3 weeks ago

Houston, United States Wood Mackenzie Full time

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 Brand Video

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

Wood Mackenzie are looking for enthusiastic and talented sales professionals to continue to further grow and embed our solutions into existing and new customers, take responsibility for developing our strategic client relationships and delivering commercial success for the Commodity Trading and Analytics Oil and Natural Gas business. We are looking to diversify our talent pool and bring in best practice from other industries and sectors to enable us to reach our growth targets.

The Senior Business Development Manager role is a key driver for sales execution and performance across existing and new accounts. Your client portfolio will include a diverse set of customers in key Wood Mackenzie markets. This is your opportunity to truly partner with the firm's critical clients.

Main Responsibilities
  • Develop a deep understanding of the value our solutions provide, the sectors they operate in and the customers buying cycles.
  • Successfully identify and engage with key stakeholders within your customers who present the best opportunity for growth. This will be through the sale of Wood Mackenzie's Commodity Trading & Analytics services as well as the cross-sell and up-sell of other solutions within the portfolio to existing customers and new accounts.
  • Pro-actively manage and maximize the commercial growth of the portfolio to align with regional priorities
  • Understand product roadmap and look to position new solutions to customers ahead of buying cycles to maximize success.
  • Partner closely with our Product Team to shape the product development roadmap as well as gathering relevant competitive intelligence.
  • Represents Wood Mackenzie in the market and look to expand brand recognition and be an advocate for our short-term market services, and our other solutions in the market.
  • Effective teamwork with the broader organization to include marketing, training, client services, research and consulting.
  • Effectively manage the business pipeline to ensure accurate salesforce forecasting
About you and how you can excel in the role

You will:
  • Have approximately 5 years' experience in b2b sales of either data or SaaS based solutions
  • Have experience of value-based selling and developing a deep understanding of customer workflows and needs.
  • Ability to develop relationships from a C-suite level down to end users and work with clients who have complex and often global organization structures
  • Demonstrate competency in delivering deliver on short-term targets
  • Demonstrate a developing understanding of planning and executing a long-term commercial strategy
  • Have a proven track record in collaborating with different internal teams in order to achieve commercial success
  • You are entrepreneurial, driven by business performance and motivated by growth - you love looking for and pursuing new business opportunities, or grow existing accounts
  • Demonstrate outstanding judgment in resource utilization and optimization
  • Have an intellectual curiosity and aptitude towards the growing fields of data and data analytics and how these tools help clients solve business critical issues.
  • Show effective organizational and planning skills with the ability to manage own workload effectively
  • Extra points if you have experience in Oil & Gas, Energy, or Natural resources.
Expectations
  • This role is Hybrid and expected to be in the Houston office 3 days per week
  • Personal Impact; managing our personal state and our impact on others
  • Acting with Integrity; behaving ethically, morally, and in line with our values
  • Courage, Resilience, and Adaptability; being bold and persevering through uncertainty and change
  • Growth Mindset; continuously developing ourselves to add value
  • Communicating Effectively; communicating with clarity, authenticity, and purpose
  • Engaging & Influencing; influencing decisions and gaining commitment from others
  • Collaborating Across Boundaries; Forging impactful relationships beyond our immediate team
  • Customer Collaboration; Keeping our stakeholders at the centre of our decision making
  • Planning and Prioritising; Aligning our efforts to organisational goals and priorities
  • Ownership & Accountability; Delivering on our commitments and owning the outcome
  • Commitment to Action; Making timely decisions and taking action
  • Continuous Improvement; Continuously striving for better in all we do
  • Commercial; Supporting business profitability and growth


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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