Business Development/Capture Director at Precise Software Solutions driving federal business strategy within FDA sector. Leading capture efforts and developing strategic relationships with federal agencies.
About the role
- Senior Business Development Manager focusing on trading and financial customer verticals at Wood Mackenzie. Driving significant revenue growth through new business acquisition and sales initiatives.
Responsibilities
- Meet or exceed your new business sales target by proactive inbound and outbound new business development – from origination to close.
- Target, prospect, identify, evaluate, and prioritize new business opportunities and execute through the sales process to successfully open doors and close opportunities.
- Work closely with our Lead Management and Sales Development teams to respond quickly and efficiently to all inbound and outbound leads to maximise win rates and meet Wood Mackenzie’s response time SLAs, alongside developing your own opportunities.
- Conceive and execute effective prospecting programmes to increase awareness of Wood Mackenzie among qualified prospects in collaboration with the Marketing team.
- Get in front of prospects and customers (both virtually and physically) to drive the sales pipeline forward.
- Attend key industry meetings & events as needed to support the growth of your pipeline and pursue new business opportunities in collaboration with the Events team, Research and other Sales colleagues.
- Collaborate with other internal stakeholders as required to drive deals forward such as colleagues in Sales, Marketing, Research and Consulting.
- Promote the organisation in line with the company strategy, business plans and values.
- Develop and regularly maintain a sales plan for your territory to support our growth ambitions for your customer vertical in your territory and position Wood Mackenzie as a clear market leader.
- Collaborate with other stakeholders to build and execute on your plan, including Regional Sales, other Product Sales colleagues, Marketing, Customer success org, Product Specialists, Research, and Consulting.
- Own the sales process: Take responsibility for all aspects of the sales process which include prospecting, qualification, selling the value proposition at all levels, final negotiations, and closing. All aspects of the sales process must be handled efficiently and fully documented.
- Work with the Account Management team to ensure a successful client handover process after a deal is won.
- Effectively manage the business pipeline and proper compliance with the CRM to ensure accurate forecasting. (eg Salesforce and Gong).
- Develop a deep understanding of the value of our solutions to our customers and a good understanding of the sector to support new business identification and winning business, including uncovering new audiences and growth sectors for our solutions.
- Work closely with the Product and Research teams to help shape the product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence.
Requirements
- Extensive experience in business development, including managing complex deals, leading initiatives, and influencing strategic direction.
- Demonstratable track record of meeting and exceeding sales targets, and of being a self starter and managing your own pipeline.
- Relevant knowledge of energy/commodity markets and/or market data and analytics industry, relevent industry trends, and competitive landscape.
- Relevant experience selling to trading firms and financial institutions.
- Deep understanding of Data, Analytics and Research enterprise sales processes, especially within complex, multi-stakeholder environments.
- Strategic thinker with a hands-on, results-oriented approach.
- Advanced negotiation and repour-building skills at all the necessary levels of the organisation from end user to c-suite.
- Strong financial acumen and ability to articulate value propositions to new clients.
- Bachelor's degree required, MBA or relevant advanced degree strongly preferred.
- Willingness to travel across the region as required.
Benefits
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Professional development opportunities
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Location requirements
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