Description
In this role as a Senior Commercial Manager within S&P Global Energy, you will be responsible for developing new client relationships and driving net sales growth across key markets and client segments within the Financial Services industry.
Your primary focus will be on identifying new business opportunities and increasing subscription revenue through new client relationships.
Responsibilities
- Manage and execute the end-to-end sales process to meet and exceed revenue targets.
- Employ consultative sales techniques to develop referrals, generate new opportunities, proactively follow up on leads, and maintain a healthy pipeline with strong volume and momentum.
- Identify and engage prospective customer groups, collaborating with Marketing, Product and Sales Specialists to convert opportunities into sales.
- Develop new customer relationships while identifying opportunities to increase subscription value and expand the S&P Global Energy client base.
- Build trusted relationships with new customers by developing a strong understanding of their business priorities, challenges, and requirements.
- Effectively position relevant S&P Global Energy products, services and solutions based on prospects’ needs.
Strategy and Planning
- Contribute to the development and execution of the commercial strategy within your designated territory or client segment.
- Regularly review and update prospect-focused sales plans in collaboration with key stakeholders, ensuring alignment with prospect needs and the broader S&P Global Energy strategy.
- Leverage insights gathered through prospect interactions and collaboration across the business to identify opportunities, enhance prospect value and drive commercial results.
- Maintain awareness of market developments, competitive activity, and evolving prospect requirements to support effective account and territory planning.
Reporting
- Provide regular activity reporting, including relevant feedback on prospect and market developments that may impact the business.
- Maintain accurate forecasting against pipeline performance and Annualized Contract Value (ACV).
- Work closely with Commercial leadership and relevant stakeholders to support a robust and consistent sales strategy.
- Ensure that sales opportunities, prospect interactions, pipeline activity, and new customer requirements are captured accurately and in a timely manner in relevant CSM systems.
Qualifications
- An S&P Global employee at this level would typically have 5+ years of relevant sales or commercial experience, with a history of achieving or exceeding sales targets.
- Demonstrated interest in and understanding of global energy and commodities markets.
- Strong consultative selling and negotiation skills, with experience across the full sales cycle.
- Excellent verbal and written communication and presentation skills.
- Ability to travel for work at least 25% of the time.
- Comfortable working with relevant CRM, sales, and productivity tools.
Compensation/Benefits Information
- The anticipated base salary range for this position is $85,773 to $156,862.
- This role is eligible for an annual sales incentive plan.
- This role is eligible to receive additional S&P Global benefits, including health care coverage, flexible downtime, continuous learning, and more.