Inside Sales – Account Management Specialist
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.
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
Company
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.
Role Purpose
Wood Mackenzie is looking for an enthusiastic, talented, and ambitious aspiring sales professional to join our growing AsiaPac Inside Sales team. The role is to retain and grow a large portfolio of accounts through delivering price uplifts on renewals (upsell) and winning new business deals with existing clients in the portfolio (cross-sell).
The Inside Sales – Account Management Specialist will report into the AsiaPac Inside Sales Manager. You will be instrumental in assisting the sales team to achieve its sales targets.
This role represents a fantastic opportunity for an aspiring Sales professionals. It will work in partnership with a dedicated team who are ready and willing to impart their knowledge and support the Account Management Specialist in their development.
Main Responsibilities
Retention and proactive new business development:
Follow renewals processes and proactively manage your renewal pipeline to reduce retention risk and ensure all renewals are closed on time.
Pursue ambitious renewal price uplifts to secure upsell growth.
Proactively explore and identify opportunities to sell additional solutions to existing clients to secure cross-sell growth.
Collaborate with other internal stakeholders such as research and customer support to support your accounts.
Hit quarterly sales targets.
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.
Product knowledge:
Develop a basic level of understanding of the value of our chemicals solutions to our customers and the chemicals industry to support new business identification and customer retention.
Portfolio planning:
Build a portfolio plan to identify key retention risks and growth opportunities and develop a sales plan to tackle them, refreshed at least every half-year.
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About You
Have experience in a client facing role
Knowledge of Mandarin is advantageous/preferred as the role involves account managing corporate clients in Northeast Asia, particularly in China and Taiwan
Be passionate about growing the business and a career in sales.
Have a genuine interest in developing and growing yourself.
Have an intellectual curiosity about how data and analysis solve critical business issues.
Be a good relationship builder and highly collaborative.
Show effective time management, organisational, and planning skills with the ability to manage own workload effectively.
Be a self-motivated and energetic individual, a developing negotiator and results oriented.
Demonstrate good judgment in resource utilisation and optimisation.
Previous experience with CRM systems such as Salesforce would be an advantage.
Expectations
Key capabilities:
Change agility.
Commercial
Continuous improvement
Collaborating across boundaries
Planning and prioritising
Communicating effectively
Engaging and influencing
Personal impact
Acting with integrity
Growth mindset
Courage, resilience, and adaptability
Customer collaboration
Ownership and accountability
Commitment to action
Collective responsibility
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.
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 www.eeoc.gov
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.