Technical Sales Manager - Edinburgh, United Kingdom - Wood Mackenzie Ltd

Description

Technical Sales Manager - Oils & Chemicals (EMEA) page is loaded

Technical Sales Manager - Oils & Chemicals (EMEA)

Wood Mackenzie are the global research, analytics, and consultancy business powering the natural resources industry. For 50 years, we have been providing the quality data, analytics, and insights our customers rely on to inspire their decision making. Our dedicated oil, gas & LNG, power & renewables, chemicals, metals & mining sector teams are located around the world and deliver a variety of projects based on our assessment and valuation of thousands of individual assets, companies, and economic indicators such as market supply, demand, and price trends. We have over 1,900 employees in 30 locations, serving customers in nearly 80 countries. Together, we inspire and innovate the markets we serve – providing invaluable intelligence to help our customers overcome the toughest challenges, and make strategic decisions that will, ultimately, accelerate the world's transition to a more sustainable future.

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

Wood Mackenzie are the global research, analytics, and consultancy business powering the natural resources industry. For 50 years, we have been providing the quality data, analytics, and insights our customers rely on to inspire their decision making.

Our dedicated gas & LNG, power & renewables, oils & chemicals, metals & mining sector teams are located around the world and deliver a variety of projects based on our assessment and valuation of thousands of individual assets, companies, and economic indicators such as market supply, demand, and price trends.

We have over 1,900 employees in 30 locations, serving customers in nearly 80 countries. Together, we inspire and innovate the markets we serve – providing invaluable intelligence to help our customers overcome the toughest challenges, and make strategic decisions that will, ultimately, accelerate the world's transition to a more sustainable future.

Wood Mackenzie brand video

Role Purpose

We are looking for an enthusiastic, talented and ambitious Technical Sales professional to help lead the identifying and closing of growth opportunities for our Oils & Chems offerings within existing customers across the EMEA region; as well as maximising upsell during renewals in coordination with account managers across the EMEA region.

The Technical Sales team is a key driver for sales execution and performance across existing accounts. You will be instrumental for the achievement of sales growth targets as well as the effective use of resources to achieve targets.

Main Responsibilities

• Product and sector expertise:
  • Develop a deep understanding of the value of our Oils & Chems solutions to our customers and a good understanding of the Oils & Chems sector to support new business identification and customer retention.
  • Act as an internal ambassador for the Oils & Chems business, supporting communication of product enhancements and market developments across the organisation and working with teams including sales, customer focus, customer solutions, marketing, research and consulting.
• Retention and proactive new business development:
  • Partner with Regional Sales colleagues to broaden and deepen our Oils & Chems relationships within existing customer accounts, understand customer workflows and demonstrate how our Oils & Chems solutions can address them, identify unmet customer needs, and uncover new buying centres.
  • Lead all aspects of the customer lifecycle by working with other functions to support onboarding, engagement, retention, and cross selling.
• Territory planning:
  • Develop, regularly maintain, and own a sales plan for your territory. Identify key growth markets, needle moving opportunities, and risks within your existing portfolio to plan your time effectively and develop a sales strategy and tactics.
  • Collaborate with other stakeholders to build and execute on your plan, including Regional Sales, other Product Sales colleagues, Customer Focus, Research, and Consulting.
• Product development collaboration:
  • Work closely with the Product and Research teams to help shape the Oils & Chems product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence.
  • Support new Oils & Chems product and service development launches.
• 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. All aspects of the sales process must be handled efficiently and fully documented.
• Accurate sales forecasting:
  • Effectively manage the business pipeline to ensure accurate forecasting in Salesforce.

About You

You will:

• Have significant experience in client facing or Account Management roles.
• Demonstrate a deep knowledge of the Oils & Chems industry.
• Have an extensive commercial track record in developing clients and establishing a trusted advisor relationship.
• Be a self-motivated and energetic individual, a successful negotiator and results oriented.
• Have a proven track record in collaborating with different internal teams to achieve commercial success.
• Demonstrate outstanding judgment in resource utilisation and optimisation.
• Be passionate about growing the business and have a genuine interest in developing and growing yourself.
• Have an intellectual curiosity about how data and analysis solve critical business issues.
• Show effective organisational and planning skills with the ability to manage own workload effectively.
• Previous experience with CRM systems such as Salesforce would be an advantage.

Expectations

• This role is Hybrid and expected to be in the Edinburgh office 2-3 days per week
• Personal Impact; managing our personal state and our impact on others
• Acting with Integrity; behaving ethically, morally, and in line with our values
• Courage, Resilience, and Adaptability; being bold and persevering through uncertainty and change
• Growth Mindset; continuously developing ourselves to add value
• Communicating Effectively; communicating with clarity, authenticity, and purpose
• Engaging & Influencing; influencing decisions and gaining commitment from others
• Collaborating Across Boundaries; Forging impactful relationships beyond our immediate team
• Customer Collaboration; Keeping our stakeholders at the centre of our decision making
• Planning and Prioritising; Aligning our efforts to organisational goals and priorities
• Ownership & Accountability; Delivering on our commitments and owning the outcome
• Commitment to Action; Making timely decisions and taking action
• Continuous Improvement; Continuously striving for better in all we do
• Commercial; Supporting business profitability and growth

Equal Opportunities

We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex, national origin, disability or protected veteran status. You can find out more about your rights under the law at

If you are applying for a role and have a physical or mental disability, we will support you with your application or through the hiring process.

Find out more at

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us

About Us

Our Work Experience is the combination of everything that's unique about us: our culture, our core values, our company meetings, our commitment to sustainability, our recognition programs, but most importantly, it's our people.

Our employees are self-disciplined, hard working, curious, trustworthy, humble, and truthful. They make choices according to what is best for the team, they live for opportunities to collaborate and make a difference, and they make us the #1 Top Workplace in the area.