Commercial Manager

2 weeks ago

Perth, Western Australia S&P Global, Inc. Full time
Commercial Manager

About the Role:

Grade Level (for internal use):
11

S&P Global Commodity Insights

The Role:
Commercial Manager

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
- 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 valueadd plan for customers with enterprisewide 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 Adhoc 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 maintain a 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 cando attitude and have a financial analytical mindset
  • Proven success in doing business is a must and specifically in APAC is a bonus. Strong multicultural empathy and regional experience is preferred
  • Broad understanding of the energy & commodity industry including understanding t

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