At a Glance
- Tasks: Manage relationships and drive growth with global developers and utilities.
- Company: Join Wood Mackenzie, a leader in energy analytics and insights.
- Benefits: Hybrid work, competitive salary, and opportunities for professional growth.
- Other info: Dynamic team environment with a focus on collaboration and innovation.
- Why this job: Make an impact in the energy sector while building valuable client relationships.
- Qualifications: Experience in enterprise sales and strong relationship management skills.
The predicted salary is between 60000 - 75000 £ per year.
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.
Role Purpose
Are you a high-performing enterprise sales professional who thrives on managing relationships and driving commercial growth with developers, OEMs, and utilities? As an Account Manager, you will own a portfolio of leading global and regional developers, OEMs, IPPs and utilities. You will be responsible for protecting and expanding recurring revenue through consultative relationship management while identifying significant cross-sell and upsell opportunities across Wood Mackenzie's research, data, analytics and consulting solutions. This is a highly commercial role requiring strategic account planning, executive stakeholder engagement and disciplined pipeline management. You will partner closely with Product Sales Specialists, Research, Consulting and Customer Success teams to deepen client relationships and deliver measurable value to some of our most important clients.
Key Responsibilities
- Account Management
- Own and grow a portfolio of developers, OEMs, IPPs and utilities accounts, delivering against ambitious revenue retention and expansion targets.
- Build multi-year account plans that identify growth opportunities, stakeholder maps and buying centres across each organisation.
- Develop executive-level relationships with key decision makers and position Wood Mackenzie as a trusted strategic partner.
- Anticipate market, regulatory and macroeconomic trends affecting developers, OEMs, IPPs and utilities, and translate these into commercial opportunities.
- Revenue Growth & Business Development
- Consistently identify and close cross-sell, upsell and multi-product opportunities across research, data, consulting and analytics solutions.
- Lead complex commercial negotiations and contract renewals with sophisticated enterprise clients.
- Drive pipeline generation within existing accounts through proactive client engagement and value-led selling.
- Collaborate with Product Sales on expansion opportunities within global banking groups.
- Client Engagement
- Conduct regular executive business reviews, face-to-face client meetings and virtual engagements.
- Understand clients' strategic priorities, investment themes and business challenges to position relevant Wood Mackenzie solutions.
- Act as the trusted voice of the client internally while representing Wood Mackenzie's value proposition externally.
- Represent Wood Mackenzie at industry conferences, client events and executive networking opportunities.
- Commercial Excellence
- Maintain accurate opportunity forecasting and pipeline management through Salesforce.
- Deliver disciplined account planning, forecasting and reporting to support regional sales objectives.
- Share competitive intelligence, customer insights and market feedback to influence product development and go-to-market strategy.
- Work closely with Marketing, Consulting, Research, Client Success and Sales Specialists to execute account strategies.
About You
Experience
- Proven success managing enterprise or strategic accounts within developers, OEMs, IPPs, utilities or enterprise information services.
- Strong track record of exceeding revenue growth, retention and expansion targets.
- Experience selling subscription-based research, data, SaaS, analytics or consulting solutions is highly desirable.
- Comfortable engaging senior stakeholders including Managing Directors, Heads of Research, Portfolio Managers, Risk, Strategy and Investment teams.
Skills
- Outstanding consultative selling and relationship management skills.
- Strong commercial acumen with experience negotiating complex enterprise agreements.
- Strategic thinker with the ability to identify long-term growth opportunities within large organisations.
- Excellent communication and presentation skills with executive-level credibility.
- Strong forecasting and pipeline discipline using Salesforce or equivalent CRM.
Personal Attributes
- Highly motivated, ambitious and driven to exceed targets.
- Commercially curious with a passion for understanding clients' businesses.
- Resilient, proactive and comfortable operating in a fast-paced, high-performance sales environment.
- Collaborative team player who enjoys working across international teams.
- Organised, disciplined and accountable for delivering results.
What Success Looks Like
- Achieve and exceed annual revenue retention and expansion targets.
- Build trusted executive relationships across strategic banking clients.
- Grow multi-product penetration across your portfolio.
- Maintain a healthy, predictable sales pipeline with accurate forecasting.
- Contribute to Wood Mackenzie's continued growth within the global developer, OEM, IPP and utilities sector.
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.
Account Manager - Utilities employer: Woodmac
Wood Mackenzie is an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation among its global team of experts. Based in the vibrant city of Edinburgh, employees benefit from a hybrid working model, ample opportunities for professional growth, and the chance to contribute to impactful analyses in the steel alloys market. With a commitment to employee development and a supportive environment, Wood Mackenzie stands out as a rewarding place to build a meaningful career.
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We think this is how you could land Account Manager - Utilities
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We think you need these skills to ace Account Manager - Utilities
Some tips for your application 🫡
Highlight Your Analytical Skills:In the business intelligence field, showcasing your analytical skills is a must. Make sure your CV includes relevant experience with data analysis tools, programming languages like SQL or Python, and any projects where you've interpreted complex data sets to drive business decisions.
Showcase Your Business Acumen:Don't just focus on data; show us how you can apply your insights to real-world business problems. Highlight projects where you made a tangible impact on company performance, and be prepared to explain your thought process in your cover letter.
Tailor Your Documents for Us:When applying for a full-time role at Woodmac, tailor your CV and cover letter to reflect our organisational goals and strategies. Mention specific tools and methodologies that align with what we do—this shows you’ve done your homework and are genuinely interested in our mission!
Include Relevant Certifications:Certifications like Google Data Analytics or similar qualifications can really make you stand out in business intelligence. Include these in your application, as they demonstrate your commitment to the field and your willingness to stay current with industry standards.
How to prepare for a job interview at Woodmac
✨Show off your analytical skills
In a business intelligence role, you're going to need to demonstrate your analytical prowess. Be prepared to discuss specific tools you've used, like SQL, Tableau, or Power BI. Have real-world examples ready where you’ve turned data into actionable insights – this is what makes us shine in interviews!
✨Practice your technical know-how
Expect some technical questions during the interview that dive deep into your understanding of data modelling and analytics frameworks. Brush up on your knowledge of data warehousing concepts and be ready to tackle any real case scenarios they might present. They’ll want to see how you approach problems using your BI toolkit.
✨Portfolio of Projects
Since it's a full-time role, having a strong portfolio is key! Compile case studies demonstrating your previous projects, preferably showing how your insights led to business improvements. This can help us display how you think through complex datasets and your problem-solving process, which is what employers are keen on seeing.
✨Know their business model
Get familiar with Woodmac’s business model and recent data-driven decisions. Be prepared to discuss how your skills can specifically support their objectives or challenges. Understanding their landscape shows that you’re not just a data buff, but you’re also genuinely interested in how BI can impact their bottom line.
