S&P Global - Business Development Manager - Commodities

Segment: S&P Global Platts

Grade: 10A

The Location: Mumbai Crisil House

The Role: Looking for Sales professionals only from the commodities background.

Reporting to the Commercial Director, South-Asia, this Commercial Manager role is responsible for driving the revenue growth of the S&P Global Platts business from assigned bank of business in India via Account Management best practices including building and implementing complex Global 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 Platts to accelerate its growth rate in India

The Team: The team is composed of experienced sales professionals. The business has a casual and friendly atmosphere with a strong entrepreneurial spirit. We value team work and it is crucial to be a team player in order to be successful within our organization.

Whats in it for you: 

- You are a consistently over performing individual sales contributor who is an expert at servicing and growing complex and demanding 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 cum 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 well-aware of whats 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 targets

- Promotes and sells portfolio of products 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 Accounts 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 Platts products and services

- Devise value-add plan for customers with enterprise-wide licenses by working closely with other functions within S&P Global Platts such as Client Services, Sales Specialists, Marketing and Content team to drive increased usage and broader adoption

Strategy and Planning

- Contribute to overall APAC regions sales and strategy component by executing assigned responsibility or activities to realize overall sales and strategic objectives for the South-Asia region

Leverage the knowledge built on customers and inputs from other functions within S&P Global Platts and across S&P Global divisions to ensure alignment with customer needs and S&P Global Platts 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 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

Qualifications:

- Degree with minimum 5 years of successful sales experience including growing Key Accounts and/or Enterprise customer accounts, preferably in commodity, financial information or software technology provider role

- 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 can-do attitude and have a financial analytical mindset

- Proven success in doing business in India is a must. 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 (Salesforce, Office) and preferably Prime Resource Group (PRG) Diagnostic Sales Methodology

- Ability to travel around the region frequently

About S&P Global Platts :

S&P Global Platts is the leading independent provider of information, benchmark prices and analytics for the energy and commodities markets. For over 100 years, we've brought clarity and transparency to the energy and commodities markets, enabling companies, governments and individuals to act with conviction. We know that data is key to decision making, but information alone isn't informative: it can be interpreted in many ways and inform drastically different decisions. The knowledge and experience of our people makes the difference, offering insight that helps customers in 190 countries to interpret fluctuations, uncover new commercial opportunities and gain a competitive edge. A division of S&P Global, S&P Global Platts is headquartered in London and employs over 1,200 people in more than 19 offices worldwide located in global business and energy centers on five continents. We employ only the best in the market, and each member of our team is committed to providing an unbiased perspective to help our customers monitor market movements, value commodities, recognize opportunities, mitigate risk, and plan with greater confidence.