Latin America Sales & Account Manager
The Company
Wood Mackenzie has been providing its unique range of consulting services and research products to the Energy, Metals Mining industries for over 30 years. With our foundation in quality analysis, our detailed industry understanding and our wealth of experience, we are able to offer clients a unique skill combination that sets us apart from other solution providers. With its headquarters in Edinburgh, Wood Mackenzie also has offices in London, Houston, Annapolis, Boston, New York, Moscow, Beijing, Singapore, Kuala Lumpur, Sydney and Perth, and currently employs ca 800 people.
Role Purpose
The Latin America Sales Account Manager will be responsible for developing Wood Mackenzie overall relationships with key Energy and Mining clients in the Southern Latin American region. First, he/she will be designated existing key clients to further develop the depth and breadth of those relationships as well as closely manage these accounts on an on-going basis. Secondly, he/she will be called upon to develop new clients to add to the firm’s growing business.
- Developing client networks that lead to a deep understanding of the client’s needs
- Facilitating consultancy sales providing guidance to consultants
- Facilitating relationships to assist our Research division establish and maintain a network of contacts
- Proactively gaining feedback on Wood Mackenzie products and developing service offerings consistent with client needs
- Advising contributing to events and marketing efforts
The Latin America Sales Account Manager role is high profile for Wood Mackenzie both internal and external and is an influential key driver to enable the company to achieve its business goals in the Southern Cone.
Given the networking role, the Account Manager should also be proactive at identifying and facilitating new client development opportunities.
Role Focus
Southern Cone region of Latin America (Argentina, Chile, Peru and Uruguay)
Main Responsibilities
The Latin America Sales Account Manager will develop relationships with designated clients to ensure Wood Mackenzie’s objectives are achieved. Specific responsibilities will include:
- Develop, co-ordinate and implement Client Business Plans to provide clarification on the strategy and size of potential opportunities. Develop networks to ensure sales targets are met.
- Manage relationships with an existing portfolio of clients and develop new clients in the region
- Maximise sales and profitability of energy products (research and multi-clients) and ensure timely renewals of existing contracts
- Proactively understand the client in order to facilitate consultancy opportunities and then work with the consultants to help them close the sale
- Support new product and service development launches. Provide relevant feedback on established products and services to internal departments
- Ensure that the relationship is co-ordinated across sales and support, training and consultancy to ensure consistency and continuity in each project. Refer client requests to appropriate team ie Training and Sales Support, Client Support, Regional Teams
- Work effectively to expand relationships between Wood Mackenzie and the client
- Ensure a high level of communication both internally and externally
- Work with Compliance and Risk Management internally to enable the development of a successful practice in Buenos Aires
Knowledge, Experience and Skills Required
The role demands strong relationship management skills, the ability to make senior-level contacts and presentations, with strong negotiation and selling skills with a results-oriented mindset. Reporting directly to the VP Business Development, Latin America, the candidate must also be able to work autonomously, give research demonstrations, create and pursue opportunities, and develop close deals. The person must be comfortable with a highly visible role both internally and externally.
The successful candidate will have a minimum of eight years broad experience in the EP sector of the Southern Cone and be capable of quickly developing in-depth knowledge of Wood Mackenzie’s research and consulting services; and a degree in engineering and/or business. He/she must have a successful track record in sales or a similar client facing role within the Energy or Syndicated Research and Consulting industries and have between six to nine years of sales experience. Candidates must be able to quickly understand their clients’ business strategies and their relevance to Wood Mackenzie. Candidates will be competitive, proactive, flexible and open-minded in their business development approach with excellent interpersonal skills, strong commercial awareness, client focus, and a proven track record in closing deals.
The Latin America Sales Account Manager will be a results-driven individual who is very comfortable in a high energy, high profile position both inside and outside the organization. This executive thrives on the sales process and all this entails – right down to the challenge of closing deals. He/she is equally attentive to building and nurturing relationships, both internally with colleagues and management as well as externally with potential and existing clients and any third party constituencies.
The successful Sales Account Manager will have the following competencies:
- Results driven. Demonstrated excellence in sales and negotiations skills.
- Client-focused at all times. A strong relationship manager whose “presence” speaks of integrity and professionalism.
- 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 gaining quickly credibility, both internally and externally.
- Adept at working both as a team member and autonomously.
- Analytical and strong quantitative skills.
- Proficient at multi-tasking, highly organized, thorough.
- Steadfast, engaged and passionate in his/her commitment and approach to his/her role and the business.
Language
The role requires fluency in English and Spanish
Compensation
The successful candidate will receive a competitive compensation package which will include base salary, annual incentive and an attractive benefits package.
Applications
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: https://recruitment.woodmac.com/jobs/vacancy/521/description/
EEO statement
Unsolicited resumes submitted to Wood Mackenzie by any external recruitment agency via Internet, e-mail, fax, or U.S. mail become the property of Wood Mackenzie and we are not responsible for any fees associated with those resumes.
In compliance with the Civil Rights Act of 1964 and 1991, the Age Discrimination in Employment Act of 1967, Section 504 of the Rehabilitation Act of 1973, the Americans with Disabilities act of 1990 and all other relevant federal and state laws, the policy of this company prohibits discrimination in employment because of race, color, religion, national origin, sex, gender identity and/or expression, age, veteran’s status, disability, genetic information or any other group protected by law. Applicants are considered for all positions without regard to race, color, religion, national origin, sex, gender identity and/or expression, age, veteran’s status, disability, genetic information or any other group protected by law.
If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access WoodMac.com/careers on-line as a result of your disability. You can request reasonable accommodations sending an email to hrenquiries@woodmac.com.
Wood Mackenzie is an Equal Opportunity Employer M/F/V/D, and a member of E-Verify.
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