Sales Account Manager, Natural Resources
Wood Mackenzie · Astana
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
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
We are looking for a highly motivated and experienced Account Manager to take full ownership of Wood Mackenzie's revenue, growth and sustainability across our natural resources business in the Caspian region. This is a high-impact, high-accountability role covering a diverse portfolio of customers across the countries within the region, including national and private oil & gas and energy companies, governments, and professional, consulting and service firms.
You will have complete accountability for the commercial performance of the region, driving strong year-on-year revenue growth through a combination of renewal and new business. You will work closely with our locally based Astana research team of around 20 colleagues, as well as the wider regional and international Wood Mackenzie teams, to deliver outstanding client outcomes and identify new growth opportunities.
Your role will focus on retaining and growing clients through face-to-face meetings, phone conversations and web-based solutions, while identifying up-sell and cross-sell opportunities from both a research and consulting perspective. You will also play a key role in launching and selling new services into the market as customer needs evolve.
Main Responsibilities
Revenue Ownership & Account Planning
- Hold full accountability and ownership for revenue, growth and sustainability of the Caspian region portfolio, spanning national and private oil & gas and energy companies, governments, and professional, consulting and service firms
- Develop comprehensive portfolio and territory plans considering macro & micro economic factors that could impact the customer buying cycle across Caspian markets
- Proactively manage and maximise the commercial growth of the portfolio, targeting high single/double-digit revenue growth year-on-year
- Build a sales target from an accumulation of renewal and new business, and consistently meet or exceed target on a monthly and quarterly basis
- Identify customers across the portfolio that present the best opportunity for growth through cross-sell and up-sell
Client Engagement & Business Development
- Act as the primary relationship owner for clients across the Caspian region, building trusted advisor relationships with senior stakeholders
- Represent Wood Mackenzie at regional conferences and professional organisations to expand brand recognition and promote business development activities
- Be the voice of the customer to internal stakeholders and the voice of Wood Mackenzie to the customer
- Support the launch, positioning and sale of new products and services as required by the Caspian market
Pipeline & Sales Activity Management
- Build and grow a healthy sales pipeline, maintaining a high and consistent level of sales activity in the market
- Achieve and exceed sales target and objectives
- Accurately capture sales activity in Salesforce and other management systems, including meetings, calls, events and new opportunities identified per month
- Ensure high quality of pipeline data to support accurate forecasting
- Make evaluative judgements based on analysis of factual information, guided by precedent, to prioritise the pipeline effectively
Market Intelligence & Collaboration
- Work closely with the locally based Astana research team (circa 20 people) as well as the wider regional and international teams to align on client priorities and opportunities
- Provide continuous feedback to the business on how to improve service to customers within the assigned portfolio, and gather relevant competitive intelligence
- Collaborate effectively with the broader organisation including marketing, training, client services, research and consulting
About You
Knowledge & Experience
- Significant experience in a client-facing account management or sales role, ideally within the energy, oil & gas or natural resources sector
- Proven track record of owning and growing a revenue portfolio, with experience managing government, national/private energy company, and professional/consulting/service firm relationships
- Experience operating across multiple countries within a region, with an understanding of the Caspian market being highly advantageous
- Good understanding of how account management integrates with other teams to achieve overall business objectives
Professional Skills
- Proven commercial track record of developing clients and building trusted advisor relationships, with a strong results-oriented mindset
- Strong negotiation skills and demonstrated ability to deliver year-on-year revenue growth
- Disciplined approach to pipeline management and sales activity tracking (meetings, calls, events and opportunities) within CRM systems
- Attention to detail in making evaluative judgements based on analysis of factual information
- Ability to resolve problems by identifying and selecting solutions through application of acquired technical experience
Personal Attributes
- Highly motivated, self-driven and energetic, with full ownership and accountability for regional results
- Passionate about growing the business and committed to personal and professional development
- Intellectually curious about how data and analysis can solve critical business challenges
- Highly organised, with strong planning skills and the ability to manage workloads effectively across multiple countries
Technical Requirements & Qualifications
- University degree qualification as a minimum requirement
- Strong familiarity with CRM systems such as Salesforce is essential
- Good analytical/technical operational knowledge required to complete work in account management
Expectations
- Full accountability for delivery of individual revenue targets across the Caspian region on a monthly and quarterly basis
- Role model strong integrity and set an example of WoodMac's values and behaviours
- We are a hybrid working company and the successful applicant will be expected to be physically present in the Astana 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
- Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones
- Regular travel within the Caspian region should be expected to support client relationships
- While this is expected to be a full-time role, part-time or flexible working arrangements will be considered
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
More jobs at Wood Mackenzie · Sales & Business Development jobs in Astana