About the Role:

Grade Level (for internal use):

12

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 what’s happening. You have strong personal integrity, negotiation skills and view every rejection as a challenge to convert to a “Yes”.

Our Hiring Manager says: “I’m 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 Account’s 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 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

• 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.

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://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 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.
 

40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)