About the Role:
Grade Level (for internal use): 11
S&P Global Commodity Insights
The Role: Senior Commercial Manager
The Impact: Reporting to the Senior Commercial Director, Greater China Region (including Taiwan) , Oceania, this Senior Commercial Manager role is responsible for driving the revenue growth of the S&P Global Commodity Insights business from assigned bank of business for major Chinese accounts posted in Singapore and the whole Taiwan market by managing the farming of existing key accounts via Key Account best practices including building and implementing complex Key Account Plans. This role is also required to be passionate about driving and delivering our Commercial transformation goals as we seek to implement diagnostic-based sales approach and a client-centric sales process. Additionally, he/she will actively participate in new initiatives that will enable Commodity Insights to accelerate its growth rate in the region.
The Team / The Business: The team is composed of experienced sales professionals located across the region. The business has a casual and friendly atmosphere with an entrepreneurial spirit. We value team work and it is crucial that you are a team player in order to be successful within our organization.
Your Skills: You are a consistently overperforming individual sales contributor who is a Key Account Strategist (Farmer) who is an expert at servicing and growing complex, strategic and regional accounts. You are an expert at nurturing customer relationships at all levels and staying attuned to and proactively developing opportunities within these customers to grow our wallet share by using a consultative and enthusiastic approach with an entrepreneurial mindset. You possess exceptional communication skills with a natural ability to articulate ideas and complex information in a clear and structured manner. You have in-depth knowledge of the commodities market industry and are well aware of whats happening. You have strong personal integrity, negotiation skills and view every rejection as a challenge to convert to a Yes.
Our Hiring Manager says: Im looking for an individual sales contributor who is a proven and successful Key Account Strategist to help S&P Global Commodity Insights protect our existing business with our top Key Accounts and drive exceptional growth in a sustainable manner that enhances our long term reputation in the marketplace and fosters strong customer relationships that translates into higher customer satisfaction rates and advocacy (e.g. S&P Global Commodity Insights Net Promoter Score).
Responsibilities:
Consultative Sales and Negotiations
Meets and exceeds revenue quota through the management and execution of sales process.
Promotes and sells portfolio of products (existing and new) to current and target customers. Develops and consultatively sell appropriate product/service solutions, cultivates referrals, generate new opportunities, actively follow up on leads and drive a healthy pipeline that is characterized by strong velocity and volume.
Growth achieved with full attention to retention of existing Key Accounts book of business whilst maximizing our customer penetration in terms of depth (by increasing the user population across functions/locations/entities and embedding into customer workflows) and breadth (by increasing product mix)
Increased Customer Engagement
Establishes and maintain good relationships with existing and new customers; and optimize revenue prioritizing opportunities and engaging customers proactively and frequently
Mitigate cancellations/downgrades by ensuring existing customers continue to derive value from S&P Global Commodity Insights products and services
Devise value-add plan for customers with enterprise-wide licenses by working closely with other functions within S&P Global Commodity Insights such as Client Services, Sales Specialists, Marketing and Content team to drive increased usage and broader adoption.
Strategy and Planning
Contribute to overall APAC regions sales and strategy component by executing assigned responsibility or activities to realize overall sales and strategic objectives for the region
Leverage the knowledge built on customers and inputs from other functions within S&P Global Commodity Insights and across S&P Global divisions to ensure alignment with customer needs and S&P Global Commodity Insights strategy
Reporting
Monthly activity reporting with feedback on customer and market developments that impact our business
Accurate & timely monthly forecasting plus any Ad-hoc reporting requirements
Regular and transparent Account plan updates and related customer/market intelligence
Ensures all leads, opportunities, activities, contacts, customer analysis, buying cycle status are accurately and promptly captured in Salesforce.
Establish product development needs
Actively engages marketing activities such as customer round tables, forums, events, BETA tests, Proof of Concepts (POC) and campaigns
Activity drives back customer feedback for new product incubation and/or existing product enhancement
Continuous learning to maintain a high level of relevant domain/product knowledge in order to have meaningful conversations with customers and prospects.
Requirements:
Degree with minimum 7 years of successful sales experience including growing Key Accounts and/or Global Enterprise customer accounts, preferably in commodity, financial information or software technology provider role (e.g. Thomson Reuters/Refinitiv, Bloomberg, IBM)
Consultative sales and negotiation skills experience, possess high integrity, work ethics and strong ability to manage complex internal and external networks
Business and financial acumen, deep relationship management skills and Strategic vision cum planning capabilities
Excellent communication and presentation (verbal/ written) skills in English. Must utilize strong phone, interpersonal skills, ability to work in a team environment to engage effectively with Customers and other functions.
Ability to prioritize and manage multiple projects/tasks while working in a fast paced, deadline driven environment. With strong time management skill and results oriented.
Proven ability to thrive and excel in a fast paced dynamic environment with high performance expectations. Must be able to work independently, take initiative to resolve tasks with a can-do attitude and have a financial analytical mindset
Proven success in doing business is a must and specifically in APAC is a bonus. Strong multi-cultural empathy and regional experience is preferred
Broad understanding of the energy & commodity industry including understanding the personas of front, mid and back office functions, as well as analysts is preferred
Possess a Change Agent mindset and embrace commercial best practices, sales excellence and desired culture of values and behaviors
Highly proficient in systems (Zuora, Salesforce, Word, Excel, PowerPoint) and preferably Prime Resource Group (PRG) Diagnostic Sales Methodology
Ability to travel around the region frequently.
#LI-KD2
About S&P Global Commodity Insights
At S&P Global Commodity Insights, our complete view of global energy and commodities markets enables our customers to make decisions with conviction and create long-term, sustainable value.
Were a trusted connector that brings together thought leaders, market participants, governments, and regulators to co-create solutions that lead to progress. Vital to navigating Energy Transition, S&P Global Commodity Insights coverage includes oil and gas, power, chemicals, metals, agriculture and shipping.
S&P Global Commodity Insights is a division of S&P Global (NYSE: SPGI). S&P Global is the worlds foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the worlds leading organizations navigate the economic landscape so they can plan for tomorrow, today.
For more information, visit http://www.spglobal.com/commodity-insights .
Whats In It For You
Our Purpose:
Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technologythe right combination can unlock possibility and change the world.
Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress.
Our People:
We're more than 35,000 strong worldwideso we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.
From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. Were committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. Were constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.
Our Values:
Integrity, Discovery, Partnership
At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.
Benefits:
We take care of you, so you can take care of business. We care about our people. Thats why we provide everything youand your careerneed to thrive at S&P Global.
Our benefits include:
Health & Wellness: Health care coverage designed for the mind and body.
Flexible Downtime: Generous time off helps keep you energized for your time on.
Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
Family Friendly Perks: Its not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
Beyond the Basics: From retail discounts to referral incentive awardssmall perks can make a big difference.
For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries
Diversity, Equity, and Inclusion at S&P Global:
At S&P Global, we believe diversity fuels creative insights, equity unlocks opportunity, and inclusion drives growth and innovation Powering Global Markets. Our commitment centers on our global workforce, ensuring that our people are empowered to bring their whole selves to work. It doesnt stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all.
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Equal Opportunity Employer
S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.
If you need an accommodation during the application process due to a disability, please send an email to: [Confidential Information] and your request will be forwarded to the appropriate person.
US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.
----------------------------------------------------------- 40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS
- 2 - Middle Professional Tier II-Ou Sales (EEO Job Group)
Job ID: 306800
Posted On: 2024-08-30
Location: Singapore, Singapore
