Role Purpose

The Account Management team is a key driver for sales execution and performance across existing and new accounts. You will be instrumental for the achievement of sales targets as well as the effective use of resources to achieve targets. Your client portfolio will include a diverse set of customers in the financial and professional services sector. This is your opportunity to truly partner with the firm's critical clients.

Your role will focus on retaining clients and growing subscriptions through a variety of mechanisms, including face-to-face meetings, phone conversations and utilising web-based solutions. You will excel at recognising up-sell and cross-sell opportunities within these accounts from both a research and consulting perspective and partner with the wider regional portfolio teams to realise these opportunities.

Main Responsibilities

Account Planning & Management

• Develop comprehensive portfolio plans considering macro & micro economic factors that could impact the customer buying cycle
• Pro-actively manage and maximise the commercial growth of the portfolio aligned with regional priorities
• Successfully identify customers amongst the portfolio that present the best opportunity for growth through cross-sell and up-sell
• Carry out assigned tasks using understanding of underlying concepts and principles of account management

Client Engagement & Business Development

• Effective client engagement and understanding of critical client business growth potential and how the Wood Mackenzie suite of products supports the client's growth
• Represent Wood Mackenzie at conferences and professional organizations to expand brand recognition and promote business development activities
• Be the voice of the customer to internal stakeholders and the voice of Wood Mackenzie to the customer
• Generally deal with straightforward client enquiries and provide support for internal business initiatives

Market Intelligence & Collaboration

• Present continuous feedback to the business of how to improve our service to customers inside of assigned portfolio as well as gathering relevant competitive intelligence
• Support new product and service development launches
• Effective team work with the broader organization to include marketing, training, client services, research and consulting
• Good understanding of how the team integrates with others in accomplishing the objectives of the team

Pipeline Management

• Effectively manage the business pipeline to ensure accurate salesforce forecasting
• Ensure high quality of task/services/information is provided
• Make evaluative judgements based on analysis of factual information, guided by precedents

About You

Knowledge & Experience

• Good knowledge and understanding of account management processes, procedures and systems within the energy/natural resources sector
• Good understanding of how account management integrates with other teams to achieve overall objectives
• Experience in client-facing or account management roles, with understanding of relationship management

Professional Skills

• Proven commercial track record in developing clients and building trusted advisor relationships
• Strong negotiation skills and a results-oriented mindset
• Attention to detail in making evaluative judgements based on analysis of factual information
• Ability to resolve problems by identifying and selecting solutions through application of acquired technical experience

Personal Attributes

• Self-motivated and energetic with excellent judgment in how resources are utilised and optimised
• Passionate about growing the business and committed to personal and professional development
• Intellectually curious about how data and analysis can solve critical business challenges
• Highly organised, with strong planning skills and the ability to manage workloads effectively

Technical Requirements

• Familiarity with CRM systems such as Salesforce is advantageous
• Good analytical/technical operational knowledge required to complete work in account management

Expectations

• Delivery of individual targets
• Highly motivated and able to quickly get up to speed on technical products.
• Ability to deliver strong value propositions based on client's objectives and key business outcomes.
• Role model with strong integrity who sets an example of WoodMac's values and behaviors.
• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 3 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.
• Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones

The salary range for this position is $100,000- $110,000, which represents base pay only and does not include short-term incentive compensation or commission. When determining base pay, as part of a final compensation package, we consider several factors such as location, experience, qualifications, and training.