Vice President, APAC Sales

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.

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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

The APAC 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 APAC 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 APAC 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

• 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 APAC 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 APAC 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 APAC 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 APAC team
• Help deliver strategic projects across Sales as required

About You

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

Expectations

• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.
• Due to the global nature of our business, a degree of flexible working will be required to accommodate different time zones.

Equal Opportunities

We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex, national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov 

If you are applying for a role and have a physical or mental disability, we will support you with your application or through the hiring process.