Wood Mackenzie is the global leader in analytics, insights and proprietary data across the entire energy and natural resources landscape.
For over 50 years our work has guided the decisions of the world’s most influential energy producers, utilities companies, financial institutions and governments.
Now, with the world’s energy system more complex and interconnected than ever before, sector-specific views are no longer enough. That’s why we’ve redefined what’s possible with Intelligence Connected.
By fusing our unparalleled proprietary data with the sharpest analytical minds, all supercharged by Synoptic AI, we deliver a clear, interconnected view of the entire value chain. Our trusted team of 2,700 experts across 30 countries breaks siloes and connects industries, markets and regions across the globe.
This empowers our customers to identify risk sooner, spot opportunities faster and recalibrate strategy with confidence – whether planning days, weeks, months or decades ahead.
Wood Mackenzie
Intelligence Connected
WoodMac.com
Wood Mackenzie Brand Video
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
The Sales Director is a pivotal member of the Sales Vertical Leadership team, accountable for shaping and executing a high-impact commercial strategy across the INDUSTRY segment. This role combines strategic leadership with hands-on execution, driving sustained revenue growth, deepening client partnerships, and elevating team performance.
Leading a high-performing sales team, you will own the commercial success of a defined portfolio of strategic accounts, ensuring disciplined execution, optimal resource deployment, and consistent overachievement against ambitious targets. You will play a critical role in positioning the organization as a trusted partner to leading financial institutions across EMEA.
Key Responsibilities
Strategic Leadership & Execution
- Define and deliver a forward-looking sales strategy aligned to global priorities and regional market dynamics.
- Translate macroeconomic and sector-specific insights into actionable, client-centric commercial plans.
- Drive rigorous execution, ensuring clear accountability, focus, and measurable outcomes across the team.
Growth & Commercial Excellence
- Champion a high-performance culture focused on value creation, driving both expansion within existing accounts and new business acquisition.
- Identify and unlock growth opportunities through strategic account planning, cross-selling, upselling, and innovative product positioning.
- Build deep, trusted partnerships with clients, positioning solutions as critical to their strategic objectives.
Market Presence & Thought Leadership
- Elevate brand presence across the industry ecosystem through active participation in industry forums, conferences, and executive networks.
- Represent the organization as a thought leader, delivering compelling insights and perspectives that resonate with senior stakeholders.
- Ensure strong conversion of market engagement into high-quality commercial opportunities.
Client & Stakeholder Leadership
- Act as the senior voice of the customer internally, ensuring alignment between client needs and business priorities.
- Build and maintain executive-level relationships, influencing decision-makers and strengthening long-term partnerships.
- Collaborate cross-functionally to deliver seamless, high-impact client experiences.
People & Performance Leadership
- Attract, develop, and retain top-tier talent, fostering a culture of accountability, ownership, and continuous improvement.
- Set clear performance expectations and drive results through structured coaching, feedback, and development planning.
- Lead with clarity and conviction in performance management, recognizing excellence and addressing gaps decisively.
- Embed an inclusive, high-engagement culture that supports both individual growth and collective success.
- Serve as a trusted leader within the organization, effectively cascading strategy while providing upward insight.
About You
- Proven leader with a track record of building and scaling high-performing commercial teams.
- Strong strategic thinker with exceptional commercial acumen and the ability to translate insight into action.
- Credible and influential with senior client stakeholders, particularly within financial services.
- Skilled in navigating complex B2B environments and managing large, multinational client portfolios.
- Data-driven and operationally disciplined, with deep experience leveraging CRM tools such as Salesforce to drive performance and forecasting accuracy.
- Confident communicator, able to distil complex concepts into clear, compelling messages.
- Resilient, decisive, and comfortable operating in a fast-paced, high-expectation environment.
Success Expectations
- Drive exceptional performance: Consistently exceed revenue targets through disciplined execution and strong leadership.
- Set the standard for client excellence: Model strategic, insight-led engagement that differentiates the organization in the market.
- Lead with accountability: Establish clear ownership, performance transparency, and a results-driven culture.
- Champion operational rigor: Ensure high-quality pipeline management, forecasting accuracy, and CRM discipline.
- Act decisively on performance: Address underperformance and misaligned behaviors promptly and constructively.
- Continuously raise the bar: Identify and implement improvements that enhance team effectiveness and commercial impact.
- Foster collaboration: Maintain strong in-person engagement (minimum three days per week in office) to build culture, alignment, and momentum.
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 (including pregnancy, sexual orientation, and gender identity), national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov
Skills Required
- Proven experience leading, building, and scaling high-performing commercial teams
- Strong strategic thinking and commercial acumen
- Experience influencing senior client stakeholders, particularly in financial services
- Experience navigating complex B2B environments and managing large multinational client portfolios
- Experience using CRM tools such as Salesforce for performance management and forecasting
- Excellent communication skills and ability to explain complex concepts clearly
- Resilience, decisiveness, and comfort in a fast-paced, high-expectation environment
What We Do
In the middle of the energy transition, businesses and governments are faced with significant challenges. But the pace and scale of change mean every decision is made under mounting pressure. Now, more than ever, companies need reliable data, analytics and actionable insight. Wood Mackenzie is the leading global provider of data and analytics solutions for the renewables, energy and natural resources sectors . Wood Mackenzie’s services include data, analytics, insight, events and consultancy. A trusted partner for over 50 years, Wood Mackenzie’s team has over 2,300 experts across more than 30 global locations who cover the entire supply chain. Wood Mackenzie’s data and analytics empowers energy producers, governments and financial institutions to be confident in their investment decisions in the face of rapidly evolving markets. Part of the Veritas group.
