Commercial Manager

About the Role:

Grade Level (for internal use):

10

S&P Global Commodity Insights: 

The Role: Commercial Manager
You will be responsible for developing deep and trusted relationships with clients, understanding their workflow and technology, successfully managing relationships with C-Suite and drive enterprise revenue strategies. Your experienced consultative approach should uncover opportunities and expand our partnerships while at the same time increasing our clients' overall operating efficiency. You will be up-to-date with the latest trends and business initiatives within our client base. Your sales skills, dedication and motivation will allow us to maximize short and long-term sales opportunities and mitigate risks to our existing revenue.

The Impact:

This role is responsible for the customer experience and revenue growth of Commodity Insights business within the assigned accounts in India. Is responsible to grow new and existing Commodity Insights customers through market engagement, sales capability building, bringing customer insights into product development and thoughtful market targeting. Spearheads extensive initiatives (e.g., multi-year deals, significant impact, high visibility) with customers and partners by fostering joint value generation and pitching innovative solutions across various business areas. Constructs and executes strategic engagement frameworks to capture opportunities from top-tier customers and partners, oversees the customer and partner relationship, and guides the deal-making process to conclude complex negotiations. Fosters quality interactions by organizing, shaping, and finalizing deals with key partners or customers to ensure successful outcomes. Designs business proposals tailored to the needs of the company, partners, and/or customers that generate sustainable value.

Responsibilities:

• Working within the Commodity Insight team executing against sales goals (Renewals, Cross-Sell, Up-Sells & New Business Targets), including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer needs/challenges, delivering executive S&P Global Commodity Insights point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the unique Commodity Insights value proposition.
• The Sales Executive will own a specific set of named accounts and/or geographic territories within the S&P Global Commodity Insights Commercial region and be responsible for the following:
  • Accountability for securing renewals with uplifts& driving revenue growth across S&P Global Commodity Insights business to meet or exceed expectations, including identification of revenue drivers and metrics focused on market expansion and penetration.
  • Build and maintain strategic relationships with key customers and partners across different lines of business, geographies, and cultures, and act as a trusted advisor on their future direction and needs.
  • Build a strong network with key decision makers within the customers’ organizations to expand and strengthen the relationship and create new opportunities for sales of products, services, and consulting engagements.
  • Monitoring performance-to-plan throughout the fiscal year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
  • Creating and managing their sales pipeline of new business opportunities in the Customer Relationship Management system (Sales Force) within the assigned territory, generating leads from face-to-face needs discovery calls with customers as well as following inbound leads from marketing, the Energy Insight team, industry events and other sources.
  • Drive large scale customer and partner business initiatives by identifying, creating, and selling innovative solutions that leverage S&P Global Commodity Insights products, services, and capabilities, and deliver long-term value for all parties.
  • Anticipate the S&P Global Commodity Insights value proposition versus competitors and work with stakeholders to influence the build/buy/partner decision to meet customer needs, leveraging knowledge in conjunction with product/industry teams to establish a foundation for future opportunities in competitive situations through collaboration.

• Based on opportunities in the sales pipeline in Salesforce, provide monthly forecasts within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan.
• Achieve assigned sales targets on a monthly, quarterly, and annual basis.
• Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies.
• Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership.
• Maintain a thorough understanding of the Energy industry, including industry trends, business processes, financial measurements, performance indicators and key competitors.
• Working with Product and Sales Management to ensure proper positioning of complex solutions.
• Competency in delivering price for value relative to the appropriate product solution.
• Quickly learn about the S&P Global Commodity Insights offering portfolio and strive to become an expert within 12-18 months.

What We’re Looking For:

• Qualifications: Bachelor’s degree in business, engineering, and 8+ years relevant work experience (e.g., Strategic Account Management, consulting, Technology Sales, corporate strategy, sales, business development, product management, project management, or related field) OR equivalent experience.
• Candidates with relevant work experience with similar global organisation like S&P Global catering to Metals & Mining, Oil & Gas, Power, Renewables, Chemicals and Agriculture industries in India are preferred.
• Consultative sales skills, including competitive market research, lead generation, prospecting, business development, and closing sales. Strong solution-selling background with proven experience in maximizing customer value and through coordinated account planning and team approach both internally and externally
• Experience or knowledge of the workflows and requirements of a corporation.
• Proven ability to manage and lead large multiple complex sales engagements.
• Experience in building and maintaining client and internal stakeholder relationships.
• Demonstrated continuous career growth within an organization, demonstrated strong relationship building with customers, markets and internal stakeholders.
• Strong written, presentation and communication skills in English.
• Proficient in Microsoft Office 365 and Salesforce.
• Experienced negotiator, demonstrating logical, influencing and consulting skills. Ability to interact at the highest level of decision making with key industry players.
• Ability to independently acquire knowledge of industry, competitors, trends and products.
• Ability to travel 30-50%+ within India

Key Strengths:

Adaptability | Business Acumen | Business Relationship Management| Competitive Analysis | Creativity | Decision Making | Entrepreneurship | Influence Others | Oral & Written Communication| Problem Solving | Strategic thinking | Energy & Commodities Industry Knowledge | Negotiation | Collaboration | Analytical Thinking | Organizational Savvy

About S&P Global Commodity Insights
At S&P Global Commodity Insights, our complete view of global energy and commodities markets enables our customers to make decisions with conviction and create long-term, sustainable value.

We’re a trusted connector that brings together thought leaders, market participants, governments, and regulators to co-create solutions that lead to progress. Vital to navigating Energy Transition, S&P Global Commodity Insights’ coverage includes oil and gas, power, chemicals, metals, agriculture and shipping.

S&P Global Commodity Insights is a division of S&P Global (NYSE: SPGI). S&P Global is the world’s foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the world’s leading organizations navigate the economic landscape so they can plan for tomorrow, today.
For more information, visit http://www.spglobal.com/commodity-insights.

What’s In It For You?

Our Purpose:

Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology–the right combination can unlock possibility and change the world.
Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress.

Our People:

We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.
From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We’re constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.

Our Values:
 

Integrity, Discovery, Partnership

At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.
Benefits:

We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global.
Our benefits include: 

• Health & Wellness: Health care coverage designed for the mind and body.

• Flexible Downtime: Generous time off helps keep you energized for your time on.

• Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.

• Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.

• Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.

• Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.

For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries

Diversity, Equity, and Inclusion at S&P Global:
At S&P Global, we believe diversity fuels creative insights, equity unlocks opportunity, and inclusion drives growth and innovation – Powering Global Markets. Our commitment centers on our global workforce, ensuring that our people are empowered to bring their whole selves to work. It doesn’t stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all.
 

40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.1 - Middle Professional Tier I-Ou Sales (EEO Job Group)