Senior Manager

Wood Mackenzie is the global data and analytics business for the renewables, energy, and natural resources industries. Enhanced by technology. Enriched by human intelligence. In an ever-changing world, companies and governments need reliable and actionable insight to lead the transition to a sustainable future. That’s why we cover the entire supply chain with unparalleled breadth and depth, backed by over 50 years’ experience. Our team of over 2,400 experts, operating across 30 global locations, are enabling customers’ decisions through real-time analytics, consultancy, events and thought leadership. Together, we deliver the insight they need to separate risk from opportunity and make confident decisions when it matters most.

**Wood Mackenzie Brand Video**

**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

**Wood Mackenzie seeks a highly motivated, skilled, and ambitious Senior Technical Sales Professional to spearhead the identification and closure of growth opportunities for our Oils & Chemicals offerings within existing client portfolios across the GCC region and with Wood Mackenzie's strategic energy customers.**

**Key Requirements**:

- Minimum 5 years of proven experience in sales to large energy companies
- Fluency in Arabic is advantageous
- Demonstrated ability to identify and capitalize on growth opportunities within existing client relationships
- Strong collaboration skills to work effectively with regional account management teams
- Deep understanding of the oils and chemicals sector within the energy industry

The Technical Sales team serves as a critical driver for sales execution and performance across existing accounts. The incumbent will play an instrumental role in achieving sales growth targets and ensuring effective resource utilisation to meet organisational objectives.

**Key Responsibilities**

**Product and Sector Expertise**

- Develop comprehensive understanding of Wood Mackenzie’s value proposition for our Oils & Chemicals solutions. Build strong relationships with clients and maintain thorough knowledge of the Oils & Chemicals sector to support new business identification and client retention initiatives
- Serve as internal advocate for the Oils & Chemicals business unit, facilitating communication of product enhancements and market developments across the organization while collaborating with sales, customer focus, customer solutions, marketing, research, and consulting teams

**Proactive business development and client retention**

- Collaborate with regional sales colleagues to expand and strengthen Oils & Chemicals relationships within existing client accounts, analyse customer workflows, demonstrate solution applicability, identify unmet client requirements, and discover new purchasing centres
- Coordinate with cross-functional teams to support engagement and retention of Oils & Chemicals clients where revenue streams are at risk

**Territory management**

- Develop, maintain, and execute comprehensive sales plans for assigned territory, identifying key growth markets, high-impact opportunities, and potential risks within existing portfolio to optimise time allocation and develop strategic sales approaches
- Collaborate with stakeholders including regional sales, product sales colleagues, customer focus, research, and consulting teams to build and implement territorial strategies

**Product development collaboration**

- Work closely with product and research teams to influence the Oils & Chemicals product development roadmap based on client feedback, workflow expertise, and competitive intelligence
- Support the launch of new Oils & chemicals products and services

**Sales process management**

- Assume responsibility for critical aspects of the sales process, including prospecting, qualification, and value proposition presentation at all organisational levels
- Collaborate with regional sales teams by providing product sales support for proposals, presentations, and technical and commercial negotiations
- Ensure all sales process components are managed efficiently and thoroughly documented

**Sales forecasting and pipeline management**

- Effectively manage business pipeline to ensure accurate forecasting within Salesforce CRM system

**Required qualifications**
- 5-years in client-facing or account management positions
- Fluency in Arabic is advantageous
- Comprehensive knowledge of the Oils & Chemicals industry
- Extensive commercial track record in client development and establishment of trusted advisor relationships
- Self-motivated and energetic approach with proven negotiation skills and results-oriented mindset
- Demonstrated track record of successful collaboration with diverse internal teams to achieve commercial objectives
- Exceptional judgment in resource