Head of Long-term Power & Renewables Sales

at  Wood Mackenzie Limited

In the middle of the energy transition, businesses and governments are faced with significant challenges. But the pace and scale of change mean every decision is made under mounting pressure. Now, more than ever, companies need reliable data, analytics and actionable insight.
Wood Mackenzie is the leading global provider of data and analytics solutions for the renewables, energy and natural resources sectors.
Wood Mackenzie’s services include data, analytics, insight, events and consultancy. A trusted partner for over 50 years, Wood Mackenzie’s team has over 2,300 experts across more than 30 global locations who cover the entire supply chain.

ROLE PURPOSE

Wood Mackenzie has an exciting opportunity for a Head of Long-term Power & Renewables Sales to lead a truly global team of Power & Renewables (P&R) Technical Sales Specialists with a significant team presence in Asia, EMEA and the Americas. This is an opportunity for a forward looking individual to evolve and execute a focused commercial strategy around an integrated product suite in rapid development and expansion, driving growth of the P&R business through a dedicated P&R sales team and by selling and expanding into accounts held within 3 existing regional sales geographies and one Strategic sales. They will do this by identifying and prioritizing cross-sell opportunity among existing clients, leveraging Wood Mackenzie’s integrated account management process, strong collaboration skills and expert sector and solution knowledge.
The Head of Long-term Power & Renewables Sales is a key member of the P&R Sales Leadership Team, is responsible for leading a direct and indirect Long-term P&R sales team and setting and executing the global Long-term sales strategy. The successful candidate will be responsible for realising substantial revenue growth from new and existing accounts through the effective leadership of a frontline sales team.
They will be responsible for developing a clear strategy for this transforming portfolio, including Go-To-Market Strategies as well as retirement plans for legacy Products. They will champion and maximise growth from the current product set while giving input into P&R product direction, including Lens.

MAIN RESPONSIBILITIES

• Develop and execute a sales strategy to achieve corporate objectives and ambitious revenue targets.
• Actively manage and report on the immediate and long-term P&R business pipeline with a strong emphasis on sales pipeline management and forecast accuracy
• Responsible for making sure we are being consistent in our approach (e.g. bundling of content, discount levels, target setting, cross-sell, Upsell and NCD) across the entire portfolio.
• Leading both a direct sales team and an indirect sales organisation. Develop a high performance team that delivers extraordinary performance and exceeds expectations
• Work closely and continuously with P&R Research, Consulting, Product, Marketing and Finance to shape and deliver the business plan of the P&R practice.
• Be the voice of the customer and partner with Product and Data organisations to ensure the ongoing development of the product suite. Ensure all Product enhancements, additions, expansions, resources added in the previous year have been comprehensively captured in customer collateral to justify price increases during commercial negotiations at renewal.
• Own competitor intelligence relevant to the P&R sector and ensure that this is communicated to the wider sales and marketing team on an ongoing basis
• Collaborate with Product Marketing to ensure that Sales enablement is refreshed and updated on a regular cadence. Build global awareness of the P&R product suite, value proposition and buyer profiles through direct coaching and by leading the development of sales enablement.
• Responsible for working with the marketing team globally to ensure that their budgets and plans are consistent with the P&R Sales strategy
• Lead analysis to identify current and future growth opportunities e.g. Total Addressable Market, whitespace, discounting, segmentation, territory planning
• Ensure orientation towards high quality service delivery to clients and the adoption of best practice Client Engagement within the team, including segmentation and differentiation of servicing
• Collaborate with Inside Sales and Retention teams to maximise results for long tail P&R accounts
• Help deliver strategic projects across Sales focused on continuous improvement as required
• Actively coach members of the global sales team to foster a wide understanding of the needs of clients in the Long term P&R space