The Commercial Manager is responsible for seeking and building high level relationships through driving net sales and growth for core, large and/or complex contracts and delivering customer value by building a sound enterprise strategy and solution.
Responsibilities: Consultative Sales and Negotiations
Meets and exceeds revenue quota through the management and execution of the sales process
Employs consultative sales techniques to manage renewals, generate new opportunities and drive growth
Increase sales of new and non-benchmark services to new and existing users, divisions and locations
Growth achieved with full attention to retention of existing business
Increased Customer Engagement
Establishes and maintains a good rapport with senior contacts across key divisions and regions
Conducts high-level customer-facing presentations and new product development discussions
Strategy and Planning
Develops and regularly updates comprehensive customer-centric account sales strategy/ plan that is established in collaboration with customer and key stakeholders to ensure alignment with client needs and Platts' strategy
Leverages the knowledge built on clients and input provided from Client Development Managers, Business Development Analyst and key stakeholders from other functions
Monthly activity reporting with feedback on client and market developments that are business impacting
Provides accurate forecasting
Ensures all leads, opportunities, activities, contacts, customers' explicit needs, advances and buying cycle status are captured in a timely manner.
Degree with minimum 7 years of successful sales experience managing major or complex accounts, preferably in commodity or financial information provider role
Consultative sales and negotiation skills experience, possess high integrity and a hunter adept at all phases of the selling cycle from need creation, proposal preparation, negotiation to deal closure
Excellent communication and presentation (verbal/ written) skills, adds value to the relationship by distilling, summarizing, interpreting and communicating information to facilitate its usefulness
Proven leadership in managing multi-national global and/or strategic accounts, multi-cultural awareness and regional experience is preferred
Proven success in doing business in Greater China, especially with State Owned Enterprises (SOE)
Strong ability to converse, read and write in business Mandarin is a must
Broad understanding of the oil & energy industry including understanding the personas of front, mid and back office functions, as well as analysts is preferred
Very strong planning and organizational skills, able to prioritize
Competent with systems (Oracle, CRM, Word, Excel, PowerPoint)
Travelling required around the region at least once a month
About S&P Global Platts At S&P Global Platts, we provide the insights; you make better informed trading and business decisions with conviction. We're the leading independent provider of information and benchmark prices for the commodity and energy markets. Customers in over 150 countries look to our expertise in news, pricing and analytics to deliver greater transparency and efficiency to markets. S&P Global Platts coverage includes oil and gas, power, petrochemicals, metals, agriculture and shipping. S&P Global Platts is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence. For more information, visit www.spglobal.com/platts
S&P Global is an equal opportunity employer committed to making all employment decisions without regard to race/ethnicity, gender, pregnancy, gender identity or expression, color, creed, religion, national origin, age, disability, marital status (including domestic partnerships and civil unions), sexual orientation, military veteran status, unemployment status, or other legally protected categories, subject to applicable law.
Internal Number: 5842337
About S&P Global
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