Company Description
Wood Mackenzie are the global research, analytics, and consultancy business powering the natural resources industry. For 50 years, we have been providing the quality data, analytics, and insights our customers rely on to inspire their decision making.
Our dedicated oil, gas & LNG, power & renewables, chemicals, metals & mining sector teams are located around the world and deliver a variety of projects based on our assessment and valuation of thousands of individual assets, companies, and economic indicators such as market supply, demand, and price trends.
We have over 1,900 employees in 30 locations, serving customers in nearly 80 countries. Together, we inspire and innovate the markets we serve – providing invaluable intelligence to help our customers overcome the toughest challenges, and make strategic decisions that will, ultimately, accelerate the world’s transition to a more sustainable future.
Job Description
Wood Mackenzie are looking for an enthusiastic, experienced, talented and ambitious Sponsorship Sales Senior Manager to lead the Sponsorship Sales team and to grow and embed our products into existing and new customers.
The role will focus on achieving the sponsorship sales team targets whilst ensuring we deliver value for our clients. The sales product suite consists of event sponsorships, podcasts, custom content creation, webinars and other digital content products across multiple Woodmac sectors.
This role sits on the event leadership team and leads the sponsorship sales team. The role holder is responsible for building value propositions to meet client needs, working with the rest of the event leadership team and sponsorship content team to confirm targets, GTM strategy and managing the sales team to achieve sales targets. This role is instrumental in achieving sales targets as well as the effective use of resources to achieve targets. The team’s client portfolio will include a diverse set of customers in key Wood Mackenzie markets.
The portfolio of events currently includes 5 commercial events which run globally throughout the year. Currently these events are mid-sized events with circa 300 / 400 attendees over 1 or 2 days depending on the event.
Main Responsibilities
- Develop value propositions for clients which focus on and deliver to their objectives
- Work with the Event Leadership Team to build out the sales strategy for events
- Work with the content leadership team to build out the sales strategy for sponsored content and identify opportunities to ‘bundle’ products for clients.
- Develop a high performing, engaged sales team that meets sales targets
- Ensure the team builds pipeline, forecasts accurately and grows the client base in line with the sales strategy
- Manage a team of 2
- Achieve company objectives through effective planning, setting sales goals, analysing performance data and projecting future performance
- Create and execute a strategic sales plan than expands the customer base and extends global reach
- Nurture existing client relationships and develop new business relationships (deep and wide) to exceed budget within a territory. Build account plans for relevant clients
- Act as a Wood Mackenzie ambassador at key industry events and through proactive outreach to further penetrate and grow account base.
- Develop an understanding of market trends and clients’ strategic needs to ensure we deliver value for clients
- Manage all aspects of the sales communication and negotiation process
- Recruit and manage the sales team, set objectives, train and coach, and monitor performance ensuring assigned tasks and responsibilities are fulfilled
- Collaborate with entire sponsorship content and events teams – acting as the voice of the customer - to develop new products and improve existing products.
- Travel will be required to most Woodmac strategic events, key industry tradeshows, and occasional strategic account visits
Qualifications
- Experience in sales for event and content sponsorships which are value not volume led
- Extensive experience in a senior sales role
- Have experience of value-based selling and developing an understanding of customer needs.
- Have a proven track record in collaborating with different internal teams in order to achieve commercial success
- Have a track record of driving revenue growth, exceeding targets and acquiring new clients.
- Be passionate about growing the business and have a genuine interest in developing and growing themselves
- Have an intellectual curiosity and an interest in the energy transition
- Show effective organisational and planning skills with the ability to manage own and teams workload effectively
- Ability to negotiate contracts and close agreements to maximize profit
- Excellent written and oral communication and presentation skills
- Strong problem-solving skills and the ability to think creatively & drive innovation
- Experience of working with operations teams to work to deliver to the P&L
Expectations
- As a lead sales role the individual needs to understand how customers buy and be able to identify opportunities with existing and new accounts as well as be comfortable leading through change as we try new technologies, GTM strategies and develop new events
- We are a hybrid working company and the successful applicant will be expected to be physically present in the 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
Additional Information
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 everyone’s contribution and helps them reach their full potential while sustaining an organisational culture of health and well-being.
Our core values are:
- 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
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.
Hear what our team has to say about working with us: https://www.woodmac.com/careers/our-people/
WoodMackenzie takes your data privacy seriously, please click here to view our privacy notices: Candidate Privacy Notice | Wood Mackenzie | Wood Mackenzie / Candidate Notice - California
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