play

S&P Global Careers

Apply Now    
JobDescription :


Client Development Manager, LatAm (Platts)

Mexico City, Mexico

 

As an integral part of the Latin America Sales team, the Client Development Manager is the guardian of the strategic customer relationship and government liaison, orchestrating the deployment of corporate-wide resources to provide value to Platts' Latin America clients and prospects for the defined territory. He/ She is responsible for the development and maintenance of long-term relationships with defined customer base to ensure a high level of customer satisfaction and influence the adoption of existing and new services as well as the retention of existing business along with developing new markets within the assigned geographical territory.

 

Responsibilities: 

  • Commercial Strategy
    • Main responsibility includes ownership of Platts performance in the defined geographical territory. It includes the understanding of market dynamics and generation of a plan to further facilitate Platts penetration in defined markets
    • Need to constantly maintain contact with government officials to improve our relationship and respond nimbly to potential policy changes.
    • Complete understanding of the supply chain market in the assigned territory and its main players – what are their pain points, their strategic objectives and build messaging for them around Platts capabilities and offerings.
    • Managing Account Relationship and SLA
    • Main point of contact on account, taking responsibility for the experience the customer has with Platts
    • 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
    • Facilitates the involvement of sales and other functions to achieve common goals for the client and for Platts
    • 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 the relationship between Platts and Strategic Accounts
  • Lead Generation - Driving Increased Usage and Adoption of New Services
    • Plays an instrumental role in the initial 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
    • Seeks out cross and up selling opportunities
    • Drives interest in trials and demonstrations, participating in their presentation
    • Responds to incremental sales and incoming orders, which are processed via the sales administrator
  • Retention
    • Close collaboration with sales
    • Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from Platts services
    • Ensures client derives value from enterprise licenses to maintain loyalty
  • 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 Platts services and usage levels.
    • Contributes to Account Plan and participates in plan implementation.
    • Provides status risk and opportunity, product development needs,
    • Updates CRM
    • Monthly activity reporting

 

 

  
 

Required:

  • Minimum 7 years successful account management experience, of which 5 in major or key account and/or extensive industry experience in a commercial role
  • Experience in Latin America (Mexico a must and ideally Central America/Caribbean and northern part of South America)
  • Broad understanding/communication skills of the oil industry including understanding the personas of front, mid, back office, analysts
  • Understanding of energy, energy markets and commodity business
  • 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 to lead sales such as SPIN.
  • Excellent communication and presentation skills, both written and verbal
  • Very strong planning and organization skills, able to prioritize
  • Competent with systems (Oracle, CRM, Word, Excel, PowerPoint)

 

Preferred:

  • Sales professional preferably with complex/consultative sales experience
  • Expert Knowledge of downstream and upstream markets and other commodity markets
  • Business/financial acumen
  • Global experience/cultural understanding
  • Languages – proficient in English and Spanish – Portuguese a plus
  • Graduate or professional training


About S&P Global Platts

At S&P Global Platts, we provide the insights; you make better informed trading and business decisions with conviction. We’re the leading independent provider of information and benchmark prices for the commodities and energy markets. Customers in over 150 countries look to our expertise in news, pricing and analytics to deliver greater transparency and efficiency to markets. S&P Global Platts coverage includes oil and gas, power, petrochemicals, metals, agriculture and shipping.


S&P Global Platts is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence.For more information, visit www.platts.com


To all recruitment agencies: S&P Global does not accept unsolicited agency resumes. Please do not forward such resumes to any S&P Global employee, office location or website. S&P Global will not be responsible for any fees related such resumes.

Job ID :
226881
Posted On :
4-20-2017
Location :
Mexico City, MX
Apply Now