Institutional Investors Sector – Sales & Account Manager recruitment
The Company
Wood Mackenzie is the most comprehensive source of knowledge about the world's energy and metals industries. We analyse and advise on every stage along the value chain - from discovery to delivery, and beyond - to provide clients with the commercial insight that makes them stronger. With more than 750 professionals in over 20 offices worldwide, we analyse the assets, markets and companies operating upstream and downstream; in oil, gas, coal, carbon, metals and power generation.
Wood Mackenzie has developed a unique and unrivalled formulation of knowledge, experience and understanding of a broad range of markets and companies within these sectors. Firmly established as the market leader in its field, Wood Mackenzie's reputation has been built on the provision of high quality and innovative consultancy services and research products.
Role Purpose
This Sales Account Management role will drive the development of Wood Mackenzie’s business with the Institutional Investors community in the UK and across mainland Europe. The position available has a particular focus on New Business Development alongside retaining and growing existing relationships. As a business Wood Mackenzie has invested and continues to invest in our research offering aimed at this Sector and the successful candidate will be expected to contribute insight into this ongoing initiative.
The successful candidate will be a results-driven individual who is very comfortable in a high energy, high profile position both inside and outside the organisation. This executive thrives on the sales process and all this entails – right down to the challenges of winning new business and maintaining long term relationships with the current client base.
Specific Responsibilities
The Institutional Investors Sales Account Manager will develop relationships with designated clients and prospects to ensure Wood Mackenzie’s sales and revenue objectives are achieved. Specific responsibilities will include:
- Develop, co-ordinate and implement an actionable sales strategy designed to maintain and grow Wood Mackenzie’s current UK European Buy-side business
- Develop client networks to ensure sales targets are met
- Maximise sales and profitability of energy and metals research offerings
- Strong understanding of the clients in order to facilitate research opportunities
- Ensure that there is a high level of communication both internally and externally
- New Business Development is a key function of this position thus networking and lead development are key elements of the role
- Working with Marketing to help develop and support initiatives
Competencies
- Proven track record selling to the Institutional Investors community and understanding of their workflows
- Strong understanding of the Energy (and/or) Mining sectors
- Results driven – be able to demonsrate excellence in sales and negotiations skills
- Client-focused at all times. A strong relationship manager whose “presence” speaks of integrity and professionalism
- Proven new Business Development skill set
- Outstanding communication and interpersonal skills
- Strong influencing skills; enjoys persuading another’s opinion to his/her vantage point
- Flexible to change according to the needs of the business
- Adept at quickly gaining credibility, both internally and externally
- Adept at working both as a team member and autonomously - comfortable being part of a remote team
- Proficient at multi-tasking, highly organised and thorough
- Steadfast, engaged and passionate in his/her commitment and approach to his/her role and the business
Knowledge and Experience
The successful candidate will have a good knowledge of the key issues that impact the energy and/or metals mining sectors. They will have significant experience selling to the target community and ideally already has 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.
A Bachelor’s degree is required, ideally in General Business, Economics, Accounting or Finance.