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S&P Global Careers

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JobDescription :

The Team: The Client Development Manager is a senior level position able to leverage knowledge of Natural Gas, crude, refined products and shipping industries to enhance relationships with customers and help them realize bottom line benefits from the use of Platts products. The Client Development Manager plays an instrumental role in the initial sales cycle by researching customer business, identifying and qualifying leads, and involving sales to negotiate and close opportunities.

The Impact: Due to the breadth of knowledge the CDM brings to the relationship they are seen by the customer as the guardians of the strategic customer relationship, orchestrating the deployment of corporate-wide resources to provide value to Platts' Strategic Accounts.

Responsibilities:

  • Main point of contact on account, taking responsibility for the experience the customer has with Platts
  • Continuous investigative and collaborative contact with customers to gather strategic information about their business, understand their issues, and provide solutions
  • 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 sales and other functions to achieve common goals for the client and for Platts
  • Understands the client usage of product/services and helps 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
  • Promotes non benchmark services and identifies new product development needs by working across functions within the customer organization to understand their needs and contribute relevant input to product launch and marketing plans
  • Seeks out cross and up selling opportunities
  • Provides customer contacts throughout the customer organization  to drive interest in trials and demonstrations
  • Collaborates closely with the Commercial Managers
  • Ensures client derives value from enterprise-wide licenses to maintain loyalty by working closely with the Commercial Managers, Client Development Managers from all regions, Portfolio Manager, Customer Care and other functions, to drive increased usage and broad adoption
  • Provides status risk and opportunity, product development needs
  • Updates CRM
  • Monthly activity reporting


 

Basic Qualifications:

  • Degree with minimum 10 years of successful sales experience preferably in commodity or financial industry
  • Broad understanding/ communication skills of the oil industry including understanding the personas of front, mid and back office functions, as well as analysts
  • Excellent communication and presentation (verbal/ written) skills, adds value to the relationship by distilling, summarizing, interpreting and communicating information to facilitate its usefulness
  • 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.
  • Strong planning and organizational skills, able to prioritize
  • Competent with systems (Oracle, CRM, Word, Excel, PowerPoint)
  • Travelling required around the region at least once or twice a month

Preferred Qualifications:

  • Experience with Platts or Platts Analytics products is preferred
  • Previous use of Reuters, Bloomberg, GlobalView, DTN or other real-time services is preferred
  • Proven leadership in managing multi-national global and/or strategic accounts, multi-cultural awareness and regional experience is preferred
Job ID :
236410
Posted On :
3-15-2018
Location :
Houston, TX US
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