Job Description

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Location: Dubai

Grade: 12 (for internal purposes only)

The Role: S&P Global is looking for two Client Development Managers (CDM) to be responsible for expanding the depth and breadth of Commodity Insights' footprint within client organizations of strategic importance (accounts managed by the Global Accounts team and strategic accounts managed within region). The CDM will collaborate with the Commercial Manager and Commercial Specialists to refine and implement the strategy. Using insights gained through diagnostic conversations, the CDM keeps the account team updated on customer goals and initiatives, new business developments, usage, competitive footprints, and overall customer sentiment. CDMs will defer to the Commercial Manager for contract details and price discussions.

The Impact: The CDM's goal is to increase client awareness of Commodity Insights in order to elevate customer usage and ensure the partnership between the client and Commodity Insights is as strong as possible. They are critical in structuring and assembling senior-level meetings of elevated strategic significance. By 'deep diving' into the organization, the CDM helps to maximize ACV growth, seeking to gain a deep understanding of client sentiment and the perception of Commodity Insights' value and, subsequently, identify white space opportunities or risks. This deep understanding of the customer business - and the impact of internal and external developments - enables the account team to proactively evolve their client strategy while anticipating new and developing needs.

Responsibilities

Managing Account Relationships and SLA's

Responsible for managing Commodity Insight' key relationships most strategically important clients

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 Clients 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 Client 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 Commodity Insights

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 Commodity Insights and Strategic Accounts

Lead Generation - Driving Increased Usage and Adoption of New Services

Plays an instrumental role in the initial sales cycle by researching Client business, identifying and qualifying leads, involving sales to negotiate and close opportunities

Promotes non benchmark services and identifies new product development needs by working across functions within the Client organization to understand their needs and based on their industry knowledge, contribute relevant input to product launch and marketing plans

Seeks out cross and up selling opportunities

Drives interest in trials and demonstrations, participating in their presentation, after providing appropriate Client contacts throughout the Client organization who would be involved in product discussions or testing

Responds to incremental sales and incoming orders, which are processed via the sales administrator

Retention

Close collaboration with the Commercial Managers

Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from Commodity Insights services

Ensures client derives value from enterprise-wide licenses to maintain loyalty by working closely with the Commercial Managers, Analytics Sales Specialists, Business Performance Managers, Client Service Managers and other functions, to drive increased usage and broad adoption

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 Commodity Insights services and usage levels

Contributes to Account Plan and participates in plan implementation

Work across regional boundaries with other CDMs to ensure the Client account plan is developed and executed consistently and effectively

Provides status risk and opportunity, product development needs

Updates CRM

Monthly activity reporting

Qualifications

Proven experience of managing major or complex accounts, preferably in commodity or financial information provider role

Broad understanding/ communication skills of the oil industry including understanding the personas of front, mid and back office functions, as well as analysts

Previous use of Commodity Insights products is preferred

Previous use of Reuters, Bloomberg, GlobalView, DTN or other real-time services is preferred

Excellent communication and presentation (verbal/ written) skills, adds value to the relationship by distilling, summarizing, interpreting and communicating information to facilitate its usefulness

Proven leadership in managing multi-national global and/or strategic accounts, multi-cultural awareness and regional experience is preferred

Superior Client 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 PRG

About S&P Global Commodity Insights

S&P Global Commodity Insights enables organizations to create long-term, sustainable value with data and insights for a complete view on the global energy and commodities markets. For more information, visit

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.

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Equal Opportunity Employer

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.

If you need an accommodation during the application process due to a disability, please send an email to: and your request will be forwarded to the appropriate person.

US Candidates Only: The EEO is the Law Poster describes discrimination protections under federal law.

20 - Professional (EEO-2 Job Categories-United States of America), SLSGRP202.2 - Middle Professional Tier II (EEO Job Group)

Job ID: 278333
Posted On: 2022-11-03
Location: Dubai, United Arab Emirates