Account Manager - LATAM

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.

WoodMac.com

Wood Mackenzie Brand Video

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 Description

We’ve built a high-performance sales team to match our unrivalled data, analytics and research solutions.

If you enjoy taking responsibility, are accountable, and excel at driving growth with both new and existing customers, this role is for you. If you're curious, a problem-solver, and can quickly grasp complex processes, as well as being a natural collaborator with a growth mindset, you’ll thrive in this position.

Role Purpose

• The role sits within the LATAM Account Management sales team, driving subscription renewals, cross-sell opportunities and developing new customer sales; measured by sales results.

• You will have responsibility for developing and maintaining relationships within our LATAM client base, increasing engagement at all levels and managing complex relationships across different businesses and products as well as helping more new customers to choose Wood Mackenzie.

• We are looking for a self-starter, who will build on our existing relationships, identifying opportunities to solve more client problems with Wood Mackenzie solutions. You will thrive in the sales process – from prospecting to closing deals – to the challenges of winning new and cross-sell business and establishing new relationships within your territory.

• The successful candidate needs to be highly results-driven and demonstrate strong commercial acumen with excellent pro-active new business development skills, as well as the rigorous application of process - including active use of the Salesforce CRM system. The successful candidate must demonstrate very strong customer-first, value-based selling skills.

Main Responsibilities

• Delivering on-time subscription renewals – ensuring all targets are met
• Account growth – driving upsell and cross-sell opportunities within the client base
• Territory growth – driving more companies to choose Woodmac for their Energy & Natural Resources intelligence
• Smart sales acumen demonstrated via pipeline management and sales qualification
• Exemplary collaborative approach to Account and sales opportunity management working with technical sales specialists, product specialists and customer success managers in a team-based selling approach.  

About You

The successful candidate will have an established knowledge of the Energy & Natural Resources sector and the use of independent intelligence for strategic and operational business critical decisions.  They will have significant experience selling to these communities and have established relationships with target firms and a deep understanding of how they consume Research.  The candidate will have a proven ability to develop relationships and be comfortable with challenging sales targets.  Fluency in Portuguese and/or Spanish languages will be advantageous.

• Have at least 5 years’ experience in a Sales/Account Management role, managing large portfolios.
• Have an outstanding commercial track record in increasing revenue from existing and new clients, in a subscription-based business model, in relevant markets.
• Experience in using CRM systems such as Salesforce.
• Ability to think strategically, analyze data, and develop actionable insights to drive business outcomes.
• Demonstrate great judgment in resource utilization and optimization.
• Show effective organizational and planning skills with the ability to effectively manage workload.
• Demonstrate exceptional collaboration skills in a matrix business.
• Be a self-motivated and energetic individual, a value-based negotiator and results-oriented.
• Demonstrate a genuine interest in personal development & growth and be receptive to coaching.
• Have an intellectual curiosity about how data and analysis solve critical business issues.
• Develop and execute strategic account plans to drive customer satisfaction, retention, and growth.
• Monitor market trends and competitor activities to identify potential threats or opportunities and develop strategies to stay ahead.

Deliverables:

• Time management with a focus on concurrently managing multiple sales opportunities.
• Client-centric thinking, identifying, understanding and collaborating to solve client problems.
• Driving, planning and executing a new client sales strategy for your territory.
• Strong product knowledge across all product portfolios.
• Collaborating with Technical Sales Specialists to deliver outstanding growth opportunities.
• Collaborating with Product Specialists, Customer Success Managers in driving usage and adoption of services.
• Understanding and utilizing client usage statistics and client training & engagement requirements.
• Utilization of marketing activity and tools for the customer.

Expectations

• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2-3 days per week to foster and contribute to a collaborative environment. You will be expected to travel regularly to meet customers.

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.