Role Purpose
The Director, Account Management role will be responsible for leading and driving the strategic development of Wood Mackenzie’s business within one or more of our Global Priority Accounts. Specifically responsible for a baseline portfolio that you will be expected to sustainably grow in line with ambitious targets year on year.
The successful candidate will be a results-driven, highly credible professional who is comfortable operating in a high-profile position both inside and outside the organisation. They will excel throughout the sales lifecycle, navigating complexities to build long-term value, overcome growth challenges within key accounts, and maintain deep relationships with senior client stakeholders.
Main Responsibilities
Strategic Account Planning & Execution
- Develop comprehensive, multi-year global portfolio strategies that fully align Wood Mackenzie’s offerings with complex macro-economic trends, competitive dynamics, and changing client business cycles.
- Lead high-level strategic account planning processes that seamlessly integrate multiple Wood Mackenzie research, analytics, and consulting service lines with complex regional commercial priorities.
- Proactively champion and maximize sustainable commercial growth across a high-value portfolio of designated global priority accounts by identifying untapped enterprise-level opportunities.
- Design, coordinate, and implement an actionable sales strategy focused on maintaining, growing, and architecting sophisticated cross-sell and up-sell frameworks across research, custom consulting, and emerging structural product lines.
Client Relationship & Business Development
- Serve as the primary lead for one or more Global Priority Accounts, taking direct accountability for strategic account management within the assigned region while cultivating trusted, high-impact C-Suite relationships.
- Represent Wood Mackenzie Landgate as an authoritative thought leader and industry expert at conferences, executive roundtables, and professional organizations.
- Develop a profound understanding of client corporate strategies to position Wood Mackenzie's comprehensive suite of products and analytics as an indispensable competitive advantage.
- Masterfully navigate highly complex, matrixed client organizations to identify decision-makers, influence buying processes, and unlock hidden decision-making paths.
Market Intelligence & Innovation
- Provide authoritative, forward-looking strategic feedback and continuous, constructive input to global business leadership and the wider sales organization regarding evolving market trends, competitor differentiation, and future product enhancement opportunities.
- Sponsor and shape new product and service development initiatives within assigned flagship accounts to co-create tailored customer solutions.
- Serve as the ultimate strategic voice of the customer to internal commercial stakeholders and the definitive, expert voice of Wood Mackenzie to global clients.
- Evaluate volatile and complex market situations using multiple qualitative and quantitative information sources to build an expert understanding of energy markets, emerging technologies, and progressive customer growth strategies.
Cross-Functional Leadership
- Orchestrate and lead cross-functional internal ecosystems, including marketing, training, client services, research, and consulting, to coordinate seamlessly with Regional Account Managers, guide regional sales efforts, and deliver highly integrated enterprise solutions.
- Oversee and manage complex global sales pipelines using sophisticated, data-driven forecasting methodologies and predictive analysis within Salesforce (CRM) to ensure accurate pipeline forecasting.
- Act as an expert mentor and sales coach to senior and junior account management team members, embedding advanced commercial methodologies, engaging in shadowing opportunities, and sharing best practices across the global function.
- Maintain a comprehensive working knowledge of all services or products offered by Wood Mackenzie and its competitors to proactively identify market opportunities, mitigate competitive threats, and handle any other duties as reasonably required of the role.
About You
Knowledge & Experience
- Possesses a profound, authoritative understanding of enterprise account management models, multi-faceted commercial procedures, and global value-chain systems within the natural resources and energy transition sectors.
- Demonstrates an expert overview of how strategic accounts integrate with global sub-functions, ensuring commercial growth plans actively drive the broader organization's long-term corporate objectives.
- Brings a distinguished, multi-year track record of architecting, securing, and scaling high-value global accounts characterized by matrixed buying centers and complex procurement cycles.
- Proven ability to manage, own, and deliver consistently against a multi-million-pound complex global revenue target.
Professional Skills
- Possesses extensive history operating as a primary executive partner at the global C-suite level, with a verified capacity to maintain trusted advisor status among industry leaders.
- Masterfully maps and aligns highly complex, international organizational footprints to accelerate multi-layered enterprise business development opportunities.
- Applies highly sophisticated analytical thought and interpretive judgment to define volatile market constraints and design bespoke client solutions.
- Demonstrates exceptional commercial diplomacy and executive negotiation skills to anchor multi-million-pound corporate agreements.
Personal Attributes
- Functions with absolute strategic autonomy as a recognized subject matter specialist, executing complex initiatives and commercial judgements without day-to-day oversight.
- Exhibits advanced strategic prioritization and stewardship over commercial resource allocation to optimize high-value account productivity.
- Pioneers innovative customer approaches and continuous feedback loops to co-create value and refine the broader function's market positioning.
- Translates advanced data analytics and emerging technology trends into high-impact answers for clients' most complex operational challenges.
- Maintains exceptional organizational discipline to coordinate cross-functional internal teams while de-risking complex, multi-layered workloads.
Technical Requirements
- Leverage advanced Salesforce capability and customer relationship metrics to govern portfolio performance and execute predictive commercial analytics.
- Applies data-driven forecasting methodologies and pipeline visibility models to provide internal business leadership with accurate, forward-looking revenue projections.
- Advanced capability in using corporate productivity tools and technical research software platforms to deliver complex live product demonstrations.
- A Bachelor's degree is preferred, or equivalent depth of professional enterprise business development experience.
Expectations
- Lead large, complex accounts to optimize sales performance in order to consistently achieve and exceed annual revenue targets.
- Retain and expand sales revenue within Global Priority Accounts across Wood Mackenzie’s comprehensive range of research and consulting offerings.
- Develop extensive networks and commercial relationships that lead to a deep understanding of clients’ current operational needs and future strategic requirements.
- Demonstrate advanced knowledge of market and industry trends, emerging technologies, competitors, and leading customer growth strategies.
- Ensure the timely execution and delivery of comprehensive account plans.
- Partner collaboratively with Regional Account Managers to deliver against shared functional objectives.
- Role model strong integrity and sets an example of WoodMac’s values and behaviours.
- Mentor and guide junior team members
- Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones
