Client Development Manager

at  SP Global

REQUIREMENTS:

Degree with 8-10 years of successful experience managing client relations within major or complex accounts, preferably in a trading, consulting, marketing and/or business development role,
Good understanding of CI’s business and previous user of CI’s services is a bonus,
Excellent business communication and presentation (verbal/ written) English skills,
Is able to distill, summarize, interpret and communicate information to facilitate its usefulness,
Proven leadership in managing multi-national global and/or strategic accounts, multi-cultural awareness and regional experience is preferred,
Superior customer relationship management skills, proven ability to develop multiple level of relationships within an account of a strategic nature,
Competent at creating and identifying needs using consultative sales techniques is a must,
Very strong planning and organizational skills, able to prioritize,
Competent with systems (Oracle, Salesforce CRM, Word, Excel, PowerPoint),
Frequent travelling required around the region and internationally.
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 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.

ABOUT THE ROLE:

Grade Level (for internal use): 12
The Role: Relationship Manager
This opening is for a Relationship Manager (RM) role for our Oceania region which includes Australia, New Zealand, PNG and the Pacific Islands. The RM will be based in our Melbourne or Perth Office. The RM is a senior level position who leverages knowledge of the commodity markets and energy industry to grow our bank of business in the region. The RM’s role is to develop relationships with our strategic clients who are key industry influencers, big energy conglomerates, global mining companies, financial institutions, government departments and government agency think tanks, policy makers etc.
With a good understanding of the client workflows and trusted relationships in place, the RM will be the guardian of this relationship, orchestrating the deployment of corporate-wide resources (including internal personnel who have specialized skill sets such as market analysts for specific commodities) to provide value to these key accounts. RM is accountable for enhancing our net promoter score and for channelizing the voice of the customer internally.
RM does not carry a direct target, but to achieve the milestone they need to work closely with individual account/commercial managers to both retain the current bank and develop whitespace opportunities. The role will involve working with multiple clients across various industries, and therefore will have to work collaboratively with multiple account/commercial managers and the Senior Director of Oceania Region to map out a growth strategy for the region that includes a SWOT analysis and acquiring new logo opportunities.
As the customer advocate, RM must also provide actionable customer feedback that will enhance CI’s products and service to earn client trust and business.

RESPONSIBILITIES:

Managing Key Account Relationship and Service Level Agreement (SLA)
Main point of contact/liaison - accountable for the experience the customer has with Commodity Insights (CI),
Considers both the big picture as well as the day-to-day when managing the account,
Develops and builds meaningful and lasting relationships with key and influential contacts,
Effectively navigates around client organizations and leverages internal cross functional resources to create value,
Continuous investigative and collaborative contact with customers to gather strategic information about their business, understands their issues, uncovers unrecognized problems providing solutions to them,
As owner of the SLA, co-ordinates with all other functions and third parties to help ensure service levels and value add offerings are attained and customer needs are met,
Acts as a broker of capabilities or services for client, advocates internally and facilitates the involvement of various CI’s functions (sales, content, client services, products, commodity specialists and marketing) to achieve common goals for the client and for CI,
Understands the client usage of product/services and help define potential use cases or enhancements of new products to benefit client,
Monitors and reports on the health of CI’s relationship with the Client.
Lead Generation - Driving Increased Usage and Adoption of New Services
Plays an instrumental role in the sales cycle by researching customer business, identifying and qualifying leads, involving sales to negotiate and close opportunities,
Promotes non-benchmark services and identifies new product development needs by working across functions within the customer organization to understand their needs,
Contribute relevant input to product launch, CI’s forums, conferences and marketing plans,
Seeks out cross and up selling opportunities.
Drives interest in trials and demonstrations, participating in their presentation and drive customer buy in for product discussions or testing,
Responds to incremental sales and incoming orders, processed via the sales administrator.
Retention
Close collaboration with the account/commercial managers and internal stakeholders,
Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from CI’s services,
Devise value-add plan for clients with enterprise-wide licenses by working closely with the sales managers, client services, commodity specialists, marketing, and content team to drive increased usage and broader adoption.
Reporting
Communicates potential client and/or market shifts, changes or reactions, as well as client needs back to appropriate levels,
Monitors and reports on use of CI’s services and usage levels,
Contributes to account Plan and participates in plan implementation,
Works with RMs within the region to drive a uniform customer experience and across regional boundaries to ensure the customer account plan is developed and executed consistently and effectively,
Provides status risk and opportunity, competition know how and product development needs,
Updates salesforce,
Monthly activity reporting.
Our Hiring Manager says: “I’m looking for an individual who has commodities market expertise with a successful and proven track record. The individual should be familiar with our data and insights and be driven to protect and retain as well as grow our existing business in Oceania region. We will not only engage with our key accounts in the region but also target new accounts to drive exceptional growth in a sustainable manner that enhances our long-term reputation in the marketplace and fosters strong customer relationships. All this should ultimately translate into higher customer satisfaction rates and advocacy (eg. S&P Global Commodity Insights Net Promoter Score).
This is a unique role. Working as the Relationship Manager at Commodity Insights will mean you are closely involved in understanding every commodity market impacting the global economy. You will learn and develop personally by interacting with Clients from various spheres and your impact is visible because you would help ensure our customers generate value from our data and insights on a daily basis.”

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.