Account Manager - Metals & Mining
Company Wood Mackenzie
Location Annapolis, MD, 21401
Compensation Competitive
Position Type Permanent
Employment type Full time
eFC Ref no 944632
The Account Manager role will focus on the North America/Rest of the World (NAROW) Segment covering metallurgical and thermal coal primarily.
This role will focus on the North America/Rest of the World (NAROW) Segment covering metallurgical and thermal coal primarily. This individual will be responsible for managing and retaining existing client revenue and relationships among medium and smaller accounts as well as identifying/qualifying prospects and developing new clients. The position will be primarily office based with a moderate amount of travel required. The role will focus on retaining clients through a variety of mechanisms, e.g. email, phone and web based solutions, including some face-to-face meetings. The successful candidate will also ultimately be expected to recognise upsell and cross selling opportunities from both a research and consulting perspective.
Main Responsibilities
• Maximise sales and profitability of energy offerings by successfully managing extensive client portfolio; Develop strategy to assure client retention and be creative in the techniques used.
• Increase potential revenue growth and engage in opportunities for additional revenue from additional services e.g. research, consulting, multi-clients, client-focused seminars/workshops, speaking fees.
• Take ownership of the Client Engagement Model and ensure that the client interactions are coordinated across sales and marketing, client services, training, research and consultancy and develop more scalable techniques with these groups to service clients (e.g. online training).
• Expand per-client revenues and lower per client cost thus increasing profitability by gaining a deep understanding of client requirements and costs to support them; proactively gain feedback on Wood Mackenzie product offerings in order to continue developing services in alignment with clients’ needs and size.
• Provide feedback on established products and services to relevant internal departments.
• Ensure all relevant entries and transactions are completed in the business pipeline and CMS databases (Catalyst – Salesforce).
• Renew existing services with each client in a timely manner.
Knowledge and Experience
The role holder will require a bachelors degree and 3+ years experience in a related client facing or sales role. Good knowledge of the North American coal, steel and power industries (structure, sectors, and companies) would be a significant advantage but not a requirement, as well as proven client communication skills and sales experience. The successful candidate will possess strong organizational skills, negotiation skills and a results-oriented mindset.
Core Competences
• Strong organizational skills
• Excellent sales and negotiation skills
• Outstanding communication and interpersonal skills
• Result-oriented
• Client-focused
• Good time management skills
• Strong relationship-building skills- internally and externally
• Outstanding judgement in resource utilization and optimization
To Apply:
Please send an up-to-date résumé with a cover letter explaining your knowledge, skills and competencies that demonstrate an alignment to the needs of this position. For further information regarding Wood Mackenzie, visit our website at www.woodmac.com
http://www.woodmac.com/vacancies
