Senior Commercial Manager

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 revenue growth from assigned major Chinese accounts posted in Singapore and the 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 a 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 teamwork, 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) and an expert at servicing and growing complex, strategic, and regional accounts. You possess exceptional communication skills with a natural ability to articulate ideas and complex information clearly. You have in-depth knowledge of the commodities market industry and are well aware of what’s happening. You have strong personal integrity, negotiation skills, and view every rejection as a challenge to convert to a “Yes.”

Responsibilities:

Consultative Sales and Negotiations

• Meets and exceeds revenue quota through the management and execution of the sales process.
• Promotes and sells a portfolio of products (existing and new) to current and target customers. Develops and consultatively sells appropriate product/service solutions, cultivates referrals, generates new opportunities, actively follows up on leads, and drives a healthy pipeline characterized by strong velocity and volume.
• Growth achieved with full attention to retention of existing Key Account’s book of business whilst maximizing customer penetration in terms of depth and breadth.

Increased Customer Engagement

• Establishes and maintains good relationships with existing and new customers; optimizes revenue by prioritizing opportunities and engaging customers proactively and frequently.
• Mitigates cancellations/downgrades by ensuring existing customers continue to derive value from S&P Global Commodity Insights products and services.
• Devise value-add plans for customers with enterprise-wide licenses by working closely with other functions within S&P Global Commodity Insights.

Strategy and Planning

• Contributes to overall APAC region’s sales and strategy by executing assigned responsibilities or activities to realize overall sales and strategic objectives.
• Leverages knowledge built on customers and inputs from other functions 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, and buying cycle status are accurately captured in Salesforce.

Establish Product Development Needs

• Actively engages in marketing activities such as customer round tables, forums, events, BETA tests, and campaigns.
• 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.

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 roles.
• 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 and planning capabilities.
• Excellent communication and presentation (verbal/written) skills in English.
• Ability to prioritize and manage multiple projects/tasks while working in a fast-paced, deadline-driven environment.
• Proven ability to thrive in a fast-paced dynamic environment with high performance expectations.
• Proven success in doing business is a must, specifically in APAC is a bonus.
• Broad understanding of the energy & commodity industry is preferred.
• Possess a Change Agent mindset and embrace commercial best practices.
• 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.

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. 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. For more information, visit http://www.spglobal.com/commodity-insights.