Senior Business Development Manager

Wood Mackenzie

Meet or exceed your new business sales target by proactive inbound and outbound new business development from origination to close.

o Target, prospect, identify, evaluate, and prioritize new business opportunities and execute through the sales process to successfully open doors and close opportunities.

o 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.

o Conceive and execute effective prospecting programmes to increase awareness of Wood Mackenzie among qualified prospects in collaboration with the Marketing team.

o 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.

o Collaborate with other internal stakeholders as required to drive deals forward such as colleagues in Sales, Marketing, Research and Consulting.

o Promote the organisation in line with the company strategy, business plans and values.

Territory planning

o 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.

o 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.

Own the sales process:

o 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.

o Work with the Account Management team to ensure a successful client handover process after a deal is won.

Accurate sales forecasting:

o Effectively manage the business pipeline and proper compliance with the CRM to ensure accurate forecasting. (eg Salesforce and Gong).

Product and sector expertise:

o 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.

Product development collaboration:

o 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.

o Support new product and service development launches as needed.