Principal Accountabilities / Duties / Responsibilities
This position will be primarily responsible for achieving net-sales and customer experience targets for LNG offers & analytics across the Commercial team in Asia. The role is also required to develop and execute a revenue growth strategy for LNG in Asia, in line with the Platts strategy
Responsibilities also include developing and strengthening relationships with our clients, with regular travel to client sites for sales and relationship building, conducting regular reviews with key customer contacts to gain insight into clients’ business initiatives, market engagement activities through events and other marketing led activities, and supporting sales efforts to grow new and existing customers into larger contracts.
Understand key customers in portfolio and needs, coordinate with Platts Commercial, Product & Marketing teams.
Understand the relationship and the information requirements within a complex multi-functional customer base. Strategically understand the Platts sales organization and resources, familiarize with colleagues and understand Platts sales channels and sales objectives and means.
Participate in planning and executing account management schedule and detailed action plan. Understand key deliverables. Meet and exceed the assigned net sales goal as well as other customer metrics.
Use the insights gained from LNG customers to inform the Product Development and Marketing team activities & strategies, to ensure that Platts has relevant offers for local markets.
Lead the development of customer case studies for relevant ‘big wins’, clearly documenting the value of S&P Global Essential Intelligence to the customer’s business operations.
Growth of Net Sales and New Business
Net sales quota shall be met by working closely with the Sales Managers who ‘own’ the customer accounts, and Platts Channel Partners. Growing current account portfolio spending on current products by increasing license agreements, volume of usage through the prescribed systems and processes. Grow new LNG sales by value/volume, through cross-selling, upselling to analytics and increasing the spend on Platts offers.
Address and/or escalate all customer issues and concerns.
Develop strategies to improve the capability of Field Sales, Telesales, Strategic Accounts and Channel Partners through role plays, interactive training, field visits, sales tools and telephone call scripts/key talking points.
Market engagement, Customer Visits, Channel Partner Support, Conferences & Forums
Develop and strengthen relationships with our Customers and Channel Partners, including extensive travel to client sites for sales and relationship building. Attend marketing & channel conferences, events, roundtables, workshops and forums to promote Platts LNG offers.
Conduct market engagement activities in support of the Platts Asia Strategy
Support joint initiatives across S&P Global in the LNG space.
Account Records Maintenance & Self development
Co-ordinates with the Commercial team to maintain CRM activity log, monthly reports, meeting notes, accurate forecasting. Communication is critical to ensure Platts has a seamless approach to the customer. Also maintains account plan and profile while identifying potential risk and opportunities for LNG business within the account.