Sales Manager - Inside Sales

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

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

Wood Mackenzie is looking for an enthusiastic, talented, and ambitious sales manager to join our growing Metals & Mining Inside Sales team. The role is twofold. Firstly, to lead the global Metals & Mining Inside Sales team to retain and grow a large global portfolio of Metals & Mining accounts through delivering price uplifts on renewals (upsell) and winning new business deals with existing clients in the portfolio (cross-sell) and potentially to expand to other product areas as the inside sales team remit expands. Secondly, to partner with the global Head of Inside Sales on the strategy for expanding and upskilling the team. You will also be a key member of the global Inside Sales leadership team, helping to shape the strategy for our broader global Inside Sales function outside of Metals & Mining.

The Metals & Mining Inside Sales Manager will report into the Global Head of Inside Sales. You will be instrumental in assisting both the global Inside Sales team and the Metals & Mining sales team achieve its sales targets.

We are looking to diversify our talent pool and bring in best practice from other industries to enable us to reach our ambitious growth targets. This is your opportunity to grow your brand within the business and externally.

Main Responsibilities

Leadership skills:

• Provide strong leadership, mentorship, vision, and direction for your team.
• Understand solution selling at the point of sale and be able to coach/manage a high performing sales team on using those core strategies & competencies.
• Identify key milestones to achieve growth targets and lead your team to execute against these milestones.
• Assess current team processes and procedures, identify opportunities for improvement, and implement them.
• Coach, mentor, and provide feedback to direct reports and whole inside sales team utilising wider account management skills and experience.
• Foster a competitive yet collaborative team environment.
• Assess individual performance through observation and measurement, and suggest corrective actions as needed.

Inside sales strategy support:

• Apply strategic thinking to solve complex problems and elevate the inside sales team to the next level in partnership with global Head of Inside Sales.
• Challenge the status quo and bring creative ideas to how we can approach things differently to achieve this within the full inside sales team.
• Support global Head of Inside Sales with wider stakeholder engagement as part of strategy planning and execution.

Product and sector expertise:

• Develop a deep understanding of the value of our Metals & Mining solutions to our customers and a good understanding of the Metals & Mining sector to support upsell, cross sell and customer retention.
• Assist team in learning about adjacent product verticals to support successful cross-selling of other product solutions to Metals & Mining customers.

Retention and proactive new business development:

• Work with team to ensure key customer requirements are understood and matched with the services provided.
• Ensures sales growth and business plans are developed and executed in line with company expectations.
• Drive best practice with your team in terms of managing the sales process.

Territory planning:

• Develop, regularly maintain, and own a sales plan for your team.
• Identify key growth markets, needle moving opportunities, and risks within your existing portfolio to plan your time effectively and develop a sales strategy and tactics.
• Support your team in developing their own portfolio plans and ensure they are reviewed and updated periodically.

Accurate sales forecasting:

• Provide accurate team sales forecasts on a weekly/ monthly/ quarterly basis.

About You

You will:

• Be able to demonstrate excellent leadership skills with at least 2 years managerial experience.
• 3-5 years sales experience.
• Be willing to challenge the statue quo and think creatively.
• Have excellent mentoring, coaching and people management skills.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation.
• Have good knowledge of commodities and ideally the Metals & Mining industry.
• Have extensive experience in an Account Management role, ideally in the research subscription business.
• Have a good commercial track record in developing clients and establishing a trusted advisor relationship.
• Be a self-motivated and energetic individual, a successful negotiator and results oriented.
• Be passionate about growing the business and have a genuine interest in developing and growing yourself as well as your team.
• Show effective organisational and planning skills with the ability to manage own workload effectively.
• Previous experience with CRM systems such as Salesforce would be an advantage.

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.