Technical Sales Manager - Oils & Chems

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.

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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

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 & Chemicals offerings within existing customers across the Americas region; as well as maximizing upsell during renewals in coordination with account managers across the Americas region.

The Technical Sales team is a key driver for sales execution and performance across existing accounts. You will be instrumental in 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 & Chemicals solutions to our customers and a good understanding of the Oils & Chemicals sector to support new business identification and customer retention.
  • Act as an internal ambassador for the Oils & Chemicals business, supporting communication of product enhancements and market developments across the organization and working with teams including sales, customer focus, customer solutions, marketing, research and consulting.
• Proactive new business development and retention:
  • Partner with Regional Sales colleagues to broaden and deepen our Oils & Chemicals relationships within existing customer accounts, understand customer workflows and demonstrate how our Oils & Chemicals solutions can address them, identify unmet customer needs, and uncover new buying centers. 
  • Work with other functions to support engagement and retention of Oils & Chemicals customers where revenue is at risk.
• 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 & Chemicals product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence.
  • Support new Oils & Chemicals product and service development launches.
• Own the sales process:
  • Take responsibility for the following aspects of the sales process which include prospecting, qualification, and selling the value proposition at all levels.
  • Collaborate with the regional Sales team by providing product sales support to the following aspects of the sales process which include, proposals pitching and technical & commercial negotiations.
  • Ensure all aspects of the sales process are 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 & Chemicals industry.
• Have an extensive commercial track record in developing clients and establishing a trusted advisor relationship.
• Be a self-motivated and energetic individual, a suc