Senior Business Development Manager - Natural Resources

Wood Mackenzie

31d•Hybrid

About The Position

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 This is an exciting opportunity to join the New Business Development team within Wood Mackenzie primarily focused on our Natural Resources customer verticals. This senior role within the Business Development team is responsible for driving significant revenue growth through new business (new logo) acquisition. You will lead and execute complex sales initiatives, owning the sales process from start to close. You will be working with both inbound leads and developing your own outbound leads/opportunities and growth initiatives. You will collaborate with multiple groups across the company (sales specialists, marketing, research and consulting) to develop and win new business and contribute to the overall new business strategy of the organization.

Requirements

Extensive experience in business development, including managing complex deals, leading initiatives, and influencing strategic direction.
Demonstratable track record of meeting and exceeding sales targets, and of being a self starter and managing your own pipeline.
Relevant knowledge of energy/commodity markets and/or market data and analytics industry, relevant industry trends, and competitive landscape
Relevant knowledge of upstream, corporate and carbon research work flows and how these impact decision making with potential customers
Deep understanding of Data, Analytics and Research enterprise sales processes, especially within complex, multi-stakeholder environments.
Strategic thinker with a hands-on, results-oriented approach.
Advanced negotiation and repour-building skills at all the necessary levels of the organization from end user to c-suite.
Strong financial acumen and ability to articulate value propositions to new clients
Bachelor's degree required
Willingness to travel across the region as required.
You will act with Integrity, behaving ethically, morally, and in line with our values
You will be courageous, resilient, and adaptable
Demonstrate a growth mindset; continuously developing ourselves to add value

Nice To Haves

MBA or relevant advanced degree strongly preferred

Responsibilities

Meet or exceed your new business sales target by proactive inbound and outbound new business development – from origination to close.
Target, prospect, identify, evaluate, and prioritize new business opportunities and execute through the sales process to successfully open doors and close opportunities.
Work closely with our Lead Management and Sales Development teams to respond quickly and efficiently to all inbound and outbound leads to maximize win rates and meet Wood Mackenzie’s response time SLAs, alongside developing your own opportunities.
Conceive and execute effective prospecting programmes to increase awareness of Wood Mackenzie among qualified prospects in collaboration with the Marketing team to enable selling to specific personas and customer workflows
Get in front of prospects and customers (both virtually and physically) to drive the sales pipeline forward.
Attend key industry meetings & events as needed to support the growth of your pipeline and pursue new business opportunities in collaboration with the Events team, Research and other Sales colleagues.
Collaborate with other internal stakeholders as required to drive deals forward such as colleagues in Sales, Marketing, Research and Consulting.
Promote the organization in line with the company strategy, business plans and values.
Develop and regularly maintain a sales plan for your territory to support our growth ambitions for your customer vertical in your territory and position Wood Mackenzie as a clear market leader.
Collaborate with other stakeholders to build and execute on your plan, including Regional Sales, other Product Sales colleagues, Marketing, Customer success org, Product Specialists, Research, and Consulting.
Take responsibility for all aspects of the sales process which include prospecting, qualification, selling the value proposition at all levels, final negotiations, and closing. All aspects of the sales process must be handled efficiently and fully documented.
Work with the Account Management team to ensure a successful client handover process after a deal is won.
Effectively manage the business pipeline and proper compliance with the CRM to ensure accurate forecasting. (eg Salesforce and Gong).
Develop a deep understanding of the value of our solutions to our customers and a good understanding of the sector to support new business identification and winning business, including uncovering new audiences and growth sectors for our solutions.
Work closely with the Product and Research teams to help shape the product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence.
Support new product and service development launches as needed.