Overview
Business Development Manager – Wood Mackenzie, Ltd.
Account Manager (Territory Manager) – European Energy and Natural Resources London, UK Full-timeWood Mackenzie provides the data that transforms the way we power the planet – across every part of the energy and materials transition. Want to know more about who we are and what we do? See the video below!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.Hear what our team has to say about working with us:We are proud to be a part of the Verisk family of companies!The role sits within the European Natural Resources (ENR) sales team driving renewals, increasing cross-sell opportunities and (critically) developing new customer sales; measured by sales results and contribution to the new business target.Based in London, you will have responsibility for developing and maintaining relationships within our European client base, increasing penetration at the senior level and managing complex relationships across several 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 value-based selling skills.This role is vital to the development of all accounts across the European client base and a number of disciplines are required to ensure its success, focussing on:Time management with a focus on concurrently managing multiple sales opportunitiesClient-centric thinking, identifying, understanding and collaborating to solve client problemsDriving, planning and executing a new client sales strategy for your territoryStrong product knowledge across all product portfoliosCustomer focus – product highlights, training documents and upcoming webinarsUnderstanding and utilising client usage statistics and client training & engagement requirementsAwareness of marketing support and tools for the customerMain ResponsibilitiesDelivering renewals in a timely manner – ensuring quarterly targets are hitAccount growth – driving upsell and cross-sell opportunities within the set client baseTerritory growth – driving more companies to choose Woodmac for their natural resources intelligenceKey performance indicatorsDelivering on-time renewals and meeting quarterly targetsAdherence to annual renewal plan for each accountSmart and consistent time management – ensuring new business pipeline is maintained as well as renewal process adhered toSupport and follow up on all relevant sales plays/new business development initiativesCollaborative and client-centric behavioursHave at least three years’ experience in an Account Manager or Territory Manager roleHave a proven commercial track record in increasing revenue from existing and new clients, ideally in a subscription based business model.Be a self-motivated and energetic individual, a value-based negotiator and results-orientedDemonstrate good judgment in resource utilisation and optimisationBe passionate about growing the businessDemonstrate a genuine interest in personal development & growth and be receptive to coachingHave an intellectual curiosity about how data and analysis solves critical business issuesShow effective organisational and planning skills with the ability to manage own workload effectivelyExperience in using CRM systems such as SalesforceKnowledge & ExperienceThe successful candidate will have a good knowledge of the natural resources sector and the use of independent intelligence for strategic and operational business critical decisions. 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. Fluency in one or more European languages will be advantageous.Verisk Analytics is an equal opportunity employer.All members of the Verisk Analytics family of companies are equal opportunity employers. 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.Unsolicited resumes sent to Verisk, including unsolicited resumes sent to a Verisk business mailing address, fax machine or email address, or directly to Verisk employees, will be considered Verisk property. Verisk will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.
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