Senior Business Development Manager - Trading (EMEA)

Description

• 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.
• 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.
• 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.
• 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.
• Collaborate with other internal stakeholders as required to drive deals forward such as colleagues in Sales, Marketing, Research and Consulting.
• Own the sales process:
• Work with the Account Management team to ensure a successful client handover process after a deal is won.
• 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.
• Support new product and service development launches as needed.
• Promote the organisation in line with the company strategy, business plans and values.
• Effectively manage the business pipeline and proper compliance with the CRM to ensure accurate forecasting. (eg Salesforce and Gong).
• Target, prospect, identify, evaluate, and prioritize new business opportunities and execute through the sales process to successfully open doors and close opportunities.
• Conceive and execute effective prospecting programmes to increase awareness of Wood Mackenzie among qualified prospects in collaboration with the Marketing team.
• 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.
• 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.
• Meet or exceed your new business sales target by proactive inbound and outbound new business development – from origination to close.

Requirements

• Deep understanding of Data, Analytics and Research enterprise sales processes, especially within complex, multi-stakeholder environments.
• Willingness to travel across the region as required.
• Relevant knowledge of energy/commodity markets and/or market data and analytics industry, relevant industry trends, and competitive landscape
• Relevant experience in Power trading, short term power, trading analytics or sales or closely related industry.
• Advanced negotiation and repour-building skills at all the necessary levels of the organisation from end user to c-suite.
• Strategic thinker with a hands-on, results-oriented approach.
• Strong financial acumen and ability to articulate value propositions to new clients
• Demonstratable track record of meeting and exceeding sales targets, and of being a self-starter and managing your own pipeline.
• Bachelor's degree required, MBA or relevant advanced degree strongly preferred
• Extensive experience in business development, including managing complex deals, leading initiatives, and influencing strategic direction.

Benefits

• While this is expected to be a full-time role, part-time or flexible working arrangements will be considered.
• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.

Training + Development

Interview process

Visa Sponsorship

Security clearance