Senior Business Development Manager - Trading

Wood Mackenzie

81d

About The Position

This is an exciting opportunity to join the New Business Development team within Wood Mackenzie focused on our Trading and Financial customer verticals. This role will be particularly focused on the Trading firms and financial institutions in the Americas. 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 experience selling to trading firms and financial institutions.
• 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 rapport-building skills at all the necessary levels of the organisation from end user to c-suite.
• Strong financial acumen and ability to articulate value propositions to new clients.
• Bachelor's degree required, MBA or relevant advanced degree strongly preferred.
• Willingness to travel across the region as required.

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 maximise 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.
• 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 organisation 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.
• Own the sales process: Take responsibility for all aspects of the sales process which include prospecting, qualification, selling the value proposition at all levels, final negotiations, and closing.
• 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.
• 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.
• 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.

Benefits

• Hybrid working environment with at least 2 days in the office per week.
• Consideration for part-time or flexible working arrangements.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees