Account Manager

  • Competitive plus bonus
  • London, England, United Kingdom
  • Permanent, Full time
  • Wood Mackenzie Ltd
  • 06 Feb 18 2018-02-06

This role will manage a selection of the European based local and basic accounts under the sell/serve classification and will be responsible for retaining and growing client revenue and relationships among these companies.

Job Title:

Account Manager

Reports to:

Director – European Local & Basic Portfolio

Location:

London

Company 

For the past 40 years, Wood Mackenzie has established its reputation as a trusted source of intelligence, enriching lives by empowering clients with unique insight on the world’s natural resources.

Now, as part of the Verisk Analytics family, that legacy is even stronger.  Aligning with the world’s leading data analytics company extends our ability to help clients overcome the toughest challenges with our unrivalled analysis and advice.

 

We will continue to build on the power of our existing approach to assess and value individual assets and companies, allowing our clients to pursue the most promising opportunities.

Together, we inspire and innovate the markets we serve –  providing invaluable intelligence that informs the strategic decisions that will ultimately shape the future direction of our global natural resources.

Team Profile

The European Local & Basic portfolio sits within the EMEARC Sales team and is responsible for over 120 accounts, based in Europe and across all segments.

Role Purpose


This role will manage a selection of the European based local and basic accounts under the sell/serve classification and will be responsible for retaining and growing client revenue and relationships among these companies. 

Role Focus

The role will focus on retaining clients through a variety of mechanisms, e.g. phone and web based solutions.  The successful candidate will also ultimately be expected to recognise upsell and cross selling opportunities within these accounts from both a research and consulting perspective and work with the wider Europe portfolio teams to realise these opportunities.  The position will be largely office based, but with the opportunity to travel as needed.  


Main Responsibilities

  • Maintain sales and maximise profitability of Wood Mackenzie's offerings by successfully managing an extensive client portfolio
  • Develop strategy to assure client retention and revenue growth
  • Taking ownership of the Client Engagement Model and ensuring the client interactions are coordinated across sales and marketing, client services, training, research and consultancy to develop more scalable engagement techniques with these client categories to service clients' e.g. online training and one-to-many initiatives
  • Expand per-client revenues and reduce per - client cost, thus increasing profitability by gaining a deep understanding of client requirements and costs to support them; look for client synergies in the sales cycle and proactively gain feedback on Wood Mackenzie product offerings in order to continue developing services in alignment with clients’ needs and size
  • Provide feedback on established products and services to relevant internal departments
  • Recognise competitive threats and mitigate risks, as well as feeding back intelligence to the relevant research and product teams
  • Increase users and usage across the portfolio
  • Ensure all relevant entries and transactions are completed in Salesforce, including accurate pipeline management
  • Renew existing services with each client in a timely manner – ensuring all renewals are closed ahead of the renewal date
  • Identify opportunities for cross-sell of the existing Wood Mackenzie portfolio as well as our acquired companies' products (Infield, Maplecroft, Power & Renewables etc)

Knowledge, Experience & Skills

  • Candidates must have proven experience in a related client facing or sales role
  • Candidates will need to acquire a good knowledge of Wood Mackenzie's products.
  • Candidates must have a proven experience in building client relationships along with excellent communication skills
  • The successful candidate will possess strong organizational skills, negotiation skills and a results-oriented mind-set
  • Candidates should demonstrate outstanding judgment in resource utilisation and optimisation.
  • Previous experience of the Energy industry would be an advantage
    • Previous experience with CRM systems such as Salesforce would be an advantage 

Core Competences

  • Self-motivated, energetic, proactive
  • Ability to work autonomously
  • Ability to multi-task and prioritise
  • Client focused and results oriented
  • Communication and presentation skills
  • Team Working
  • Flexibility and resourcefulness
  • Business and commercial acumen
  • Continuous learner

WoodMackenzie Core Values

Wood Mackenzie is  a place where we are committed to supporting our people to grow and thrive. We  value different perspectives and aspire to create an inclusive environment which encourages diversity and fosters a sense of belonging. 

Wood Mackenzie values each individual's contribution and helps them reach their full potential while sustaining an organisational culture of health and well-being. 

Our core values are:

  • Respect for the Individual
  • Integrity
  • Passion
  • Persistence
  • Confidence with humility
  • Excellence
  • Teamwork

We understand the importance of bringing your whole self to work and to achieving balance between work, family and other life commitments.  We are open to considering flexible working arrangements to  enable the greatest spectrum of talent to contribute to Wood Mackenzie's  success.