Company Description 

Wood Mackenzie is the global leader in data, analysis and consulting across the energy, chemicals, metals, mining, power and renewables sectors.

Founded in 1973, our success has always been underpinned by the simple principle of providing trusted research and advice that makes a difference to our customers. Today we have over 2,000 customers ranging from the largest global energy companies and financial institutions to governments as well as smaller market specialists.

Our teams are located around the world. This enables us to stay closely connected with customers and the markets and sectors we cover. Collectively this allows us to offer a compelling combination of global commodity analysis with detailed local market knowledge.

We are committed to supporting our people to grow and thrive. We value different perspectives and aspire to create an inclusive environment that encourages diversity and fosters a sense of belonging. We are committed to creating a workplace that works for you and encourage everyone to get involved in our Wellness, Diversity and Inclusion, and Community Engagement initiatives. We actively support flexible working and are happy to consider alternative work patterns, taking into account your needs and the needs of the team or division that you are looking to join. 

Hear what our team has to say about working with us:

https://www.woodmac.com/careers/our-people/

We are proud to be a part of the Verisk family of companies! 

At the heart of what we do is help clients manage risk. Verisk (Nasdaq: VRSK) provides data and insights to our customers in insurance, energy and the financial services markets so they can make faster and more informed decisions.   

Our global team uses AI, machine learning, automation, and other emerging technologies to collect and analyze billions of records. We provide advanced decision-support to prevent credit, lending, and cyber risks. In addition, we monitor and advise companies on complex global matters such as climate change, catastrophes, and geopolitical issues.  

But why we do our work is what sets us apart. It stems from a commitment to making the world better, safer and stronger.  

It’s the reason Verisk is part of the UN Global Compact sustainability initiative. It’s why we made a commitment to balancing 100 percent of our carbon emissions. It’s the aim of our “returnship” program for experienced professionals rejoining the workforce after time away. And, it’s what drives our annual Innovation Day, where we identify our next first-to-market innovations to solve our customers’ problems.   

At its core, Verisk uses data to minimize risk and maximize value. But far bigger, is why we do what we do. 

At Verisk you can build an exciting career with meaningful work; create positive and lasting impact on business; and find the support, coaching, and training you need to advance your career.  We’ve been recognized by Forbes as a World’s Best Employer and a Best Employer for Women, testaments to our culture of engagement and the value we place on an inclusive and diverse workforce. 

Role Purpose

The Americas Head of Sales is a key member of the Sales Leadership Team and carries primary responsibility for leading the full spectrum of sales execution across the Americas region. She/he will be responsible for driving sales execution and performance across all accounts within their region, accountable for the achievement of sales targets of core Wood Mackenzie content and new content areas, as well as the effective allocation and use of resources to achieve such targets.

To fill this role we are seeking an experienced Sales leader with a proven track record in driving success across client-facing activities; ideally in subscription sales or in the Natural Resources,  Metals & Mining and Power & Renewables information and analytics space.

The successful applicant needs to be highly results-driven and comfortable with driving change, demonstrate exemplary leadership/management skills, rigorous application of process and procedure, as well as strong commercial acumen and strategic thinking. She/he must also demonstrate strong orientation towards optimizing the interfaces between their Americas Sales team other sales regions, as well as other divisions of Wood Mackenzie such as Consulting, Research, Product, Marketing and Technology. She/he will be an on-going advocate of global best practices and the new ways of working being adopted across the Sales function.

The role holder will be clearly oriented towards the development of client relationships, sustainable and profitable growth in revenue, and the development of Wood Mackenzie’s business regionally in line with corporate goals and Business Plan.

Main Responsibilities

• Through active membership of the Sales Leadership Team (SLT), contribute   to the overall delivery of Wood Mackenzie’s ambitious sales targets and the strategic development of the sales organization
• Responsible for delivering the P&L targets within the Americas sales region
• Ensure alignment with Head of Sales as well as corporate objectives and responsible for the strategy, direction and effective performance of Sales teams in their region
• Lead and develop the Americas Sales function including front-line sales roles, client service and training activities
• Ensure orientation towards high quality service delivery to clients and the adoption of best practice Client Engagement within team
• Ensure full, disciplined adoption of Salesforce and any other Sales business tools and processes as appropriate across team
• Support account teams with senior level engagement with clients - It is not expected that the role holder will have specific personal account ownership but they will be expected to have sufficient industry knowledge to engage with clients at a senior level
• Translate corporate sales targets and Americas goals into specific objectives for sales staff, ensure clarity of objectives and effective monitoring and management of performance
• Manage resources and activities in region based upon strategic priorities and within set budgets
• Work closely with the Commercial Operations team to ensure the propagation of best practice, attainment and maintenance of internal standards and the on-going development of capability within Americas team
• Help deliver strategic projects across Sales as required

 Knowledge & Experience Required

 People & Leadership

• Ability to build, develop, lead and manage large sales teams (c50) across multiple locations
• Track-record in developing high performance teams and fostering a winning culture in line with Wood Mackenzie values and expectations
• Excellent communication skills and the clear ability to foster effective and collaborative relationships within and across teams and reporting lines
• Strong resource management and people development skills

 Commercial & Clients

• Significant experience (10 years+) in B2B business information markets, ideally in subscription sales  roles with customers in multiple verticals
• Commercial track record in winning and developing large multinational clients
• Strong understanding and appreciation of region, business culture and environment
• Ability to represent Wood Mackenzie credibly in front of senior industry figures in region

 Strategy & Process

• Ability to interpret, translate and independently execute strategic initiatives in region
• Excellent problem solving and analytical skills
• A serious commitment to excellence
• Strong organizational and planning skills
• Rigorous application of process and procedure including adoption of Salesforce tool
• Minimum of Bachelor Degree or Equivalent in related field of study

 Core Competencies

• Change orientation
• Determined and resilient
• Continuous improvement
• Creativity
• Communication
• Assertive and Influential
• Providing Leadership
• Collaboration

Additional information

Verisk Analytics is an equal opportunity employer.

All members of the Verisk Analytics family of companies are equal opportunity employers. We consider all qualified applicants for employment without regard to race, religion, color, national origin, citizenship, sex, gender identity and/or expression, sexual orientation, veteran's status, age or disability.

http://www.verisk.com/careers.html

Unsolicited resumes sent to Verisk, including unsolicited resumes sent to a Verisk business mailing address, fax machine or email address, or directly to Verisk employees, will be considered Verisk property. Verisk will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.