About the Role
Grade Level (for internal use): 10
In this role as a Commercial Manager, New Business 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 3+ 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 organisational skills, with the ability to prioritise 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.
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).
Benefits
•Health & Wellness: Health care coverage designed for the mind and body.
•Flexible Downtime: Generous time off.
•Continuous Learning: Access to resources to grow your career and learn new skills.
•Invest in Your Future: Competitive pay, retirement planning, continuing education program with company-matched student loan contribution, and financial wellness programs.
•Family Friendly Perks: Benefits for partners and children.
•Beyond the Basics: Retail discounts and referral incentive awards.
