Senior Technical Sales Manager - Oils & Chemicals

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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Position Summary

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.

The successful candidate will maximize upselling opportunities during renewal processes, working in close coordination with account managers throughout the GCC region and with our largest energy sector clients. This role requires a strategic approach to client relationship management and a deep understanding of the regional energy landscape.

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 ideal candidate will combine technical expertise with exceptional sales acumen to drive revenue growth and strengthen our position as a trusted advisor to major energy companies across the region.

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

Candidate profile

Required qualifications

The successful candidate will possess:

• >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 utilisation and optimisation
• Genuine passion for business growth and commitment to professional development
• Intellectual curiosity regarding data and analytical solutions for critical business challenges
• Strong organisational and planning capabilities with ability to manage workload independently
• Embrace a growth mindset by actively seeking opportunities to learn, adapt, and welcome coaching across new industries, innovative solutions, and evolving sales methodologies.

Preferred qualifications

• Previous experience with CRM systems, particularly Salesforce, is advantageous

Performance expectations

Work arrangement

This position operates under a hybrid work model, requiring presence in the Riyadh or Dubai office 2 days a week. We will expect candidates to have a right to work.

Core Competencies

• Personal impact: Managing personal effectiveness and impact on colleagues
• Acting with integrity: Demonstrating ethical behaviour aligned with organizational values
• Courage, resilience, and adaptability: Exhibiting boldness and perseverance through uncertainty and change
• Growth mindset: Pursuing continuous development to add organizational value
• Effective communication: Communicating with clarity, authenticity, and purpose
• Engagement & influence: Influencing decisions and securing commitment from stakeholders
• Cross-boundary collaboration: Building impactful relationships beyond immediate team
• Customer collaboration: Maintaining stakeholder-centric decision-making approach
• Strategic planning and prioritization: Aligning efforts with organizational goals and priorities
• Ownership & accountability: Delivering on commitments and accepting responsibility for outcomes
• Commitment to action: Making timely decisions and implementing appropriate actions
• Continuous improvement: Pursuing excellence in all professional activities
• Commercial acumen: Supporting business profitability and growth initiatives

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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.