Senior Business Development Manager - Trading and Financials - Middle East

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

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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 Purpose

This is an exciting opportunity to join the New Business Development team within Wood Mackenzie focused on our Trading and Financials customer verticals. This role will be particularly focused on engaging with trading firms and banks/investment firms/ SWF in the Middle East. This senior role within the Business Development team is responsible for driving significant revenue growth through new business (new logo) acquisition. You will lead and execute complex sales initiatives, owning the sales process from start to close. You will be working with both inbound leads and developing your own outbound leads/opportunities and growth initiatives. You will collaborate with multiple groups across the company (sales specialists, marketing, research and consulting) to develop and win new business and contribute to the overall new business strategy of the organization.

Main Responsibilities

• 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.

About You

• Extensive experience in business development, including managing complex deals, leading initiatives, and influencing strategic direction.
• Demonstratable track record of meeting and exceeding sales targets, and of being a self starter and managing your own pipeline.
• Relevant knowledge of energy/commodity markets and/or market data and analytics industry, relevant industry trends, and competitive landscape
• Relevant experience of selling to traders/financials within the UAE and Middle East.
• Deep understanding of Data, Analytics and Research enterprise sales processes, especially within complex, multi-stakeholder environments.
• Strategic thinker with a hands-on, results-oriented approach.
• Advanced negotiation and repour-building skills at all the necessary levels of the organisation from end user to c-suite.
• Strong financial acumen and ability to articulate value propositions to new clients
• Bachelor's degree required, MBA or relevant advanced degree strongly preferred
• Willingness to travel across the region as required.

Expectations

• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.
• While this is expected to be a full-time role, part-time or flexible working arrangements will be considered.
• You will act with Integrity; behaving ethically, morally, and in line with our values
• You will be courageous, resilient, and adaptable
• Demonstrate a growth mindset; continuously developing ourselves to add value

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.