Head of Canada Sales & Account Management recruitment

The Head of Canada Sales Account Management  will focus on:

• Retaining and increasing sales as well as improving the profitability of Wood Mackenzie research products, consulting services and multi-client studies

• Developing networks that lead to a deep understanding of the client’s needs and therefore future requirements.

• Proactively gain feedback from clients on Wood Mackenzie offerings in order that we continue to develop our services in line with our client needs.

• Working with Research, Marketing Regional Exco to develop our brand and offerings for Canadian clients

• Facilitating consultancy sales and provide commercial guidance to consultants

• Providing leadership to the Canadian sales team, including budget control, HR management, recruitment and personal development of the team

• Providing guidance and mentoring of the team

• Advising and contributing to senior sales management/events and marketing

• Acting as the in-country figurehead representing the company and running the regional office

The role is high-profile both internally and externally and influential in Wood Mackenzie achieving its goals. Included in the role is the direct management of the team responsible for the regions indicated as well as direct responsibility for several key clients.

Role Sector Focus

Canadian EP, Mining and Government organizations. Role scope could extend further into other segments.

The role will include management of best practice for a business segment (to be defined)

Main Responsibilities

Develop a team to, and personally, create relationships with designated clients to ensure the above objectives are achieved

• Develop, co-ordinate and implement strategy and plans to provide clarification on the strategy and size of potential opportunities. Develop networks to ensure sales (renewal and new business) targets are met.

• Create, implement and manage New Client Development in the regions.

• Maximise sales and profitability of energy products (research and multi-clients)

• Proactively understand the client base in order to facilitate consultancy opportunities and then work with the consultants to help them close the sale

• Ensure that the relationship is co-ordinated across sales and support, training, marketing, research and consultancy

• Refer client requests to appropriate team i.e. Training and Sales/Client Support, Regional Teams

Canadian Team Management

• Ensure that there is a high level of communication both internally and externally.

• Day-to-day management and leadership of the sales team

• Analyse, identify and implement recruitment plans in conjunction with HR

• Ensure the team is motivated and meeting objectives

• Provide example and mentoring to team and their commercial thinking, use of procedures

• Optimise the performance of the team and Woodmac’s business direction

• Input to overall sales strategy and tactics

• Advise and feedback to Head of Americas Client Management

Knowledge, Experience and Skills

The role demands strong relationship management skills as well as the ability to run and motivate a group of professional sales staff. For the client facing aspect the ability to make senior level presentations, strong negotiation and selling skills as well as a results oriented mindset are important. Whilst reporting directly to the Head of Americas Client Management you must also be able to work autonomously; giving research demonstrations, creating opportunities, developing and closing deals. The person must be comfortable with a high profile both internally and externally. The role demands strong people management skills as well as the ability to influence team members and other peers within Woodmac. Proving strategic sales insight is also important as the role has to be able to set the future successful direction of the Canadian sales team.

Key Competencies

• Results Orientation

• Client Focus

• Communication skills

• Team Working

• Influencing skills

• Adaptability

• Multi-tasking

• Strategic thinking

• Leadership

• Commercial insight

• Practical

Cultural Language

Cultural alignment to the region and fluency in the relevant languages would be advisable.

To Apply:

Please send an up-to-date résumé with a cover letter explaining your knowledge, skills and competencies that demonstrate an alignment to the needs of this position. For further information regarding Wood Mackenzie, visit our website at www.woodmac.com

Apply to:           http://www.woodmac.com/vacancies