Senior Business Development Specialist - Americas
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
Role Description
Wood Mackenzie is looking for enthusiastic and talented sales professionals to meaningfully contribute to our revenue growth by working closely with marketing and sales to build our commercial pipeline.
The Business Development Specialist will be responsible for converting interested cold leads into commercial opportunities for the sales team to progress to closure. The Business Development Specialist will primarily do this by working with marketing to identify and engage unresponsive campaign lead and new business leads from events. By observing the content/products that prospects are engaging with online, the BD specialist should identify their needs, and reaching out via cold calling/emails to engage them in a conversation about WoodMac products and services and pass them on to our sales team who will help to close the deal.
Responsibilities of the Role
- Self-manage a high-volume lead pipeline, meeting tight SLAs and staying on top of leads and opportunities.
- Trying to book a meeting/cold call leads in the outbound pipeline and try to cross sell/ up-sell new products within their interested sector.
- Trying to get a response/meeting from unresponsive leads across marketing.
- Building and maintaining knowledge of the energy markets & industry trends, emerging technologies, competitors, and customer growth strategies to offer appropriate products and services.
- Develop a good understanding of the value our solutions provide, the sectors they operate in and the customers buying cycles.
- Represent Wood Mackenzie in the market and look to expand brand recognition and be an advocate for our short-term market services, Lens, and our other solutions in the market.
- Partner with account managers and others to lead the commercial success of products, positioning and demonstrating solutions to customers, showing how these products can address their workflows.
- Effective customer engagement and understanding of critical client business growth potential and how the Wood Mackenzie suite of products can support the customers growth
- Maintain an in-depth comprehensive knowledge of the products and product roadmap in your allocated vertical.
- Keeping salesforce up to date and measuring activity, revenue, and pipeline changes
Knowledge & Experience Required
- Substantial experience within business development, sales, or lead qualification/business development, predominantly in a busy, B2B lead generation position;
- Should be open to work in a hybrid role in EMEA/Americas time zone.
- Experience working in the energy and commodity markets would be preferred.
- Have experience in B2B sales of either data or SaaS based solution
- Experience in cold calling/ cold emailing, cross selling and up selling.
- A proven track record of overachieving sales KPI’s
- Experience using Salesforce and/or Pardot preferred
- Have experience of value-based selling and developing an understanding of customer workflows and needs.
- Excellent verbal and written communications skills. Full business proficiency in English is required and any additional European language is a bonus.
- Outgoing personality with the ability to speak with people at all professional levels. A positive, can-do attitude, and a hungriness to exceed all targets and goals.
- Naturally positive and resilient, with an enthusiastic outlook
- Driven and ambitious with a powerful desire to succeed
- Show effective organizational and planning skills with the ability to manage own workload effectively
- A growth mindset, strong commercial acumen, and ability to spot new opportunities
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.