About the Role:
Grade Level (for internal use):
11Senior Commercial Manager – New Business
The Role: 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.
The Impact: Sales professionals are frontline representatives of S&P Global, and the quality of their interactions with the market directly influences our reputation and client relationships. The contracts negotiated by our sales teams not only support the adoption of our products, services, and solutions, but also create opportunities for future growth while appropriately managing commercial risk.
Responsibilities
Consultative Sales, Negotiation and Prospect Engagement
- 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. Experience within energy, commodities, financial information, data, analytics, or a related industry is desirable.
- Demonstrated interest in and understanding of global energy and commodities markets.
- Strong consultative selling and negotiation skills, with experience across the full sales cycle, from opportunity identification and needs development through proposal preparation, negotiation, and deal closure.
- Strong prospect relationship management skills with a focus on delivering value and development of long-term commercial partnerships.
- Excellent verbal and written communication and presentation skills, with the ability to distil, interpret and communicate complex information clearly and effectively.
- Experience managing complex or multinational client / prospect relationships is desirable.
- Demonstrated experience managing complex commercial or contract negotiations.
- Strong planning and organizational skills, with the ability to prioritize effectively and manage multiple opportunities simultaneously.
- Ability to travel for work at least 25% of the time.
- Comfortable working with relevant CRM, sales, and productivity tools, including systems such as Salesforce, Microsoft Word, Excel, and PowerPoint.
- Ability to collaborate effectively across functions, cultures, and geographies.
Compensation/Benefits Information (This section is only applicable to US candidates) S&P Global states that the anticipated base salary range for this position is $85,773 to $156,862. Final base salary for this role will be based on the individual's geographic location, as well as experience level, skill set, training, licenses and certifications. In addition to base compensation, this role is eligible for an annual sales incentive plan. This role is eligible to receive additional S&P Global benefits. For more information on the benefits we provide to our employees, please click here (https://spgbenefits.com/benefit-summaries). Right to Work Requirements This role is limited to persons with indefinite right to work in the United States
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 EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.
US Candidates Only: Know Your Rights: Workplace discrimination is illegal.
About S&P Global Energy At S&P Global Energy, our comprehensive view of global energy and commodities markets enables our customers to make superior decisions and create long-term, sustainable value. Our four core capabilities are: Platts for news and pricing; CERA for research and advisory; Horizons for energy expansion and sustainability solutions; and Events for industry collaboration.
S&P Global Energy is a division of S&P Global (NYSE: SPGI). S&P Global enables businesses, governments, and individuals with trusted data, expertise, and technology to make decisions with conviction. We are Advancing Essential Intelligence through world-leading benchmarks, data, and insights that customers need in order to plan confidently, act decisively, and thrive economically in a rapidly changing global landscape. Learn more at www.spglobal.com/energy.
What’s In It For You?
Our Mission:
Advancing Essential Intelligence.
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. Join us and help create the critical insights that truly make a difference.
Our Values:
Integrity, Discovery, Partnership
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
Global Hiring and Opportunity at S&P Global:
At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets.
Recruitment Fraud Alert:
If you receive an email from a spglobalind.com domain or any other regionally based domains, it is a scam and should be reported to reportfraud@spglobal.com. S&P Global never requires any candidate to pay money for job applications, interviews, offer letters, “pre-employment training” or for equipment/delivery of equipment. Stay informed and protect yourself from recruitment fraud by reviewing our guidelines, fraudulent domains, and how to report suspicious activity here.
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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: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.
US Candidates Only: Know Your Rights: Workplace discrimination is illegal
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