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JobDescription :


Chief Commercial Officer (CCO) S&P Global Platts

Deadline for applications: 15 Dec 2016

 

The CCO will direct and manage Platts global sales, marketing and conferences teams; providing strategic direction, communication of vision and driving operational alignment to achieve the net sales and revenue targets, improving the individual customer experience, customer satisfaction, customer usage and customer retention through multiple sales channels.

 

The CCO will be responsible for driving customer relationship across the 10,000+ customers round the globe, managing a sales organization of 200+ team members as well as the marketing and conferences organization of 100+ (across the three regions: Americas, EMEA and APAC).

 

With strong collaboration across the commercial and product functions the CCO will be responsible for refining improving the entire continuum of the customer touch points from lead generation through pre-sales and to post-sales support. The CCO will play a key role in defining innovative go-to-market strategies that establish Platts as the premier provider of benchmarks, market fundamentals and services. The role reports to the president and is a key member of the Platts executive committee.

 

Specific Responsibilities

  • Create and manage a world-class global commercial organization that can drive business growth across all commodities sectors. Set goals and metrics, and effectively manage a global team for high performance. Recruit new talent and manage out low performing staff as required.
  • Establish clear, customer-oriented value propositions for the entire suite of their business’ products and services. Communicate and embed these value propositions clearly into their business development and selling activities.
  • Identify opportunities to drive top line/revenue growth of the business by leveraging existing products and integrating customer feedback/information into new product development and product marketing efforts. Drive better capitalization of cross-sell opportunities. Leverage content, data and analytic integration opportunities to drive revenue and market share growth.
  • Stay well-connected with customers and the market to ensure that broad market needs are being incorporated into the product development and enhancement cycle.
  • Create, manage and report on the annual financial plan including revenues, expenses and variances for each. Drive a culture of expense and revenue accountability throughout the global and regional sales teams and align results with expenses needed to drive those results.
  • Develop and enhance Global Sales staff effectiveness by designing Sales Training programs, staff development and education.

 

Quantitative Dimensions - How Measured

  • Direct and manage Platts global Commercial Organization (Sales, Marketing & Conferences) which manage 10,000+ global customers in 170 countries.
  • Direct management of 200 global sales and sales support staff and 200 across global marketing & conferences.
  • Revenue growth from new products and services and new customers.
  • Drive to increase revenue over $1Billion in 5 years.
  • Maintain and increase market adoption of Platts assessments.
  • Improved pricing and licensing. Ensure customer usage reductions do not occur as a result of just pricing and licensing.
  • Optimize and innovate channels to market.
  • Stronger and increase cost-effective growth by optimizing the sales channel mix to include multiple global- and regional indirect sales channels.

 

Qualifications & Experience

 

  • Substantial diversified leadership experience in driving and implementing revenue growth initiatives.
  • Proven experience in managing large complex global sales teams and proven ability to effectively work in a large organization.
  • Extensive experience of building and leading successful teams and managing globally.
  • Experience managing in a matrix environment.
  • Understands how to collect and leverage customer, market and competitive intelligence.
  • Solid understanding of the global energy industry.
  • Prior leadership experience in developing and managing strategic alliance relationships, and in M&A transactions.

 

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.


Job ID :
223342
Posted On :
6-15-2017
Location :
London, UK
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