Address About the Role:
Grade Level (for internal use):
11
S&P Global Commodity Insights
The Role: Commercial Manager
The Impact: Reporting to the Oceania Commercial team, this Commercial Manager role is responsible for driving the revenue growth of the S&P Global Commodity Insights business from assigned account portfolio across Oceania by managing the farming of existing key accounts via Key Account and Global Account Management best practices including building and implementing Account Plans. The successful candidate will be passionate about driving and delivering our goals implementing diagnostic-based sales approach in 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 Oceania region. The business has a casual and friendly atmosphere with an entrepreneurial spirit. We value teamwork and it is crucial for new team members to be successful within our organization.
Responsibilities:
Consultative Sales and Negotiations
- 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 velocity and volume
- Growth achieved with full attention to retention of existing Key Account's while 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 region's 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
- Ensure all leads, opportunities, activities, contacts, customer analysis, buying cycle status are accurately and promptly captured in Salesforce
- Establish product development needs
- Actively engage marketing activities such as customer round tables, forums, events, BETA tests, Proof of Concepts (POC) and campaigns
- Activity drive customer feedback for new product incubation and/or existing product enhancement
- Continuous learn to maintaina high level of relevant domain/product knowledge in order to have meaningful conversations with customers and prospects
?* *What We're Looking For: A n individual sales contributor who is a proven and successful Account Strategist to help S&P Global Commodity Insights protect our existing business with our 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. Preferably with the following attributes:
- Degree with minimum 5 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 globally
- 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 (Salesforce, Word, Excel, PowerPoint)
- Ability to frequently travel within the region
Values and Behaviors: Our values are Excellence, Relevance and Integrity. We are professional, setting and maintaining high standards in our interactions with our colleagues, always demonstrating the value that our data and services can bring to our customers. We are honest, transparent and responsive, showcasing our knowledge, and expertise to our customers. We foster and develop relationships to ensure we are accountable to and engage with our customers, partners and colleagues. We place diversity business objectives and the need to embrace openness, honesty, trust and respect ahead of our own personal goals. We understand the need to embrace change and ensure that customers are at the heart of everything we do. Our customers drive our tech-savvy initiatives, our desire to be lean and agile as well as our passion to develop ourselves and each other so we can deliver innovative, cost efficient growth opportunities for our customers. We understand that as we grow, our customers grow too
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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.
We're 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 world's 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 world's leading organizations navigate the economic landscape so they can plan for tomorrow, today.
For more information, visit http://www.spglobal.com/commodity-insights .
What's In It For You?
Our Purpose:
Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology-the 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 worldwide-so 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. We're committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We're 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. That's why we provide everything you-and your career-need 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: It's 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 awards-small perks can make a big difference.
For more information on benefits by country visit: https://www.spglobal.com/en/careers/our-culture/
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 doesn't stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all.
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:? EEO.Compliance@spglobal.com ?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), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)
Job ID: 296232
Posted On: 2024-01-21
Location: Perth, Western Australia, Australia
