Job Description

S&P Global Commodity Insights

The Role: Commodities Sales Specialist, Shipping, APAC

Grade ( relevant for internal applicants only ): 10

The Location: Singapore, China or other offices in APAC

The Role : The Commodities Sales Specialist \xe2\x80\x93 Shipping is responsible for the customer experience and revenue growth of Commodities Insights Shipping bank of business. This requires close coordination with Commercial team, Channel Partners, Marketing team, Client Services, Content team and Product team. The key objective of this role is to grow new and existing Shipping customers through market engagement, sales capability building, bringing customer insights into product development and thoughtful market targeting. As a \xe2\x80\x9csell-through\xe2\x80\x9d role, the Commodity Specialist Shipping will work alongside others to drive their success in Shipping markets.

The Impact: The role outcomes are meeting/exceeding net-sales targets and meeting metrics around customer experience and sales capability.

Your Skills : Minimum of 5-10 years of B2B sales and/or industry experience (preferably in Shipping/marine/freight trading, research, consulting or related industry) with a track-record of achieving revenue targets, developing new markets and maintaining a high-level of customer satisfaction. The ability to understand client workflows, scope their needs and relate how Commodities Insights offer a best-in-class solution to their requirements. The successful candidate should also be able to collaborate effectively in a team selling environment.

Responsibilities:
This position will be primarily responsible for achieving net-sales and customer experience targets for Shipping offers & analytics across the Commercial team in Asia. The role is also required to develop and execute a revenue growth strategy for shipping in Asia in line with the Commodities Insights strategy
Responsibilities also include developing and strengthening relationships with our clients, with regular travel to client sites for sales and relationship building, conducting regular reviews with key customer contacts to gain insight into clients\xe2\x80\x99 business initiatives, market engagement activities through events and other marketing led activities, and supporting sales efforts to grow new and existing customers into larger contracts.
Growth of Net Sales and New Business
Net sales quota shall be met by working closely with the Sales Managers and Commodities Insights Channel Partners. Growing account portfolio spending on current products by increasing license agreements, volume of usage through the prescribed systems and processes. Grow new Shipping sales by value/volume, through cross-selling, upselling to analytics and increasing the spent on Commodities Insights offers.
Address and/or escalate all customer issues and concerns.
Develop strategies to improve the capability of Field Sales, Telesales, Strategic Accounts and Channel Partners through role plays, interactive training, field visits, sales tools and telephone call scripts/key talking points.
Understand key customers in portfolio and needs, coordinate with Commodities Insights Commercial, Product & Marketing teams.
Understand the relationship and the information requirements within a complex multi-functional customer base. Strategically understand the Commodities Insights sales organization and resources, familiarize with colleagues, and understand Commodities Insights sales channels and sales objectives and means.
Participate in planning and executing account management schedule and detailed action plan. Understand key deliverables. Meet and exceed the assigned net sales goal as well as other customer metrics.
Use the insights gained from Shipping customers to inform the Product Development and Marketing team activities & strategies, to ensure that Commodities Insights has relevant offers for local markets.
Lead the development of customer case studies for relevant \xe2\x80\x98big wins\xe2\x80\x99, clearly documenting the value of S&P Global Essential Intelligence to the customer\xe2\x80\x99s business operations.
Market engagement, Customer Visits, Channel Partner Support, Conferences & Forums
Develop and strengthen relationships with our Customers and Channel Partners, including extensive travel to client sites for sales and relationship building. Attend marketing & channel conferences, events, roundtables, workshops and forums to promote Commodities Insights Shipping offers.
Conduct market engagement activities in support of the Commodities Insights Asia Strategy
Support joint initiatives across S&P Global in the Shipping space.
Account Records Maintenance & Self development
Co-ordinates with the Commercial team to maintain CRM activity log, monthly reports, meeting notes, accurate forecasting. Communication is critical to ensure Commodities Insights has a seamless approach to the customer. Also maintains account plan and profile while identifying potential risk and opportunities for Shipping business within the account.

Qualifications:
Must hold Bachelor\xe2\x80\x99s degree (or equivalent experience)
Minimum of 5-10 years of B2B sales and/or management experience (preferably in Shipping/commodity data trading, research, consulting or related industry) with a track-record of achieving revenue targets, developing new markets and maintaining a high-level of customer satisfaction.
Strong solution-selling background with proven experience in maximizing customer value and through coordinated account planning and team approach both internally and externally
Proficient in Microsoft Office suite (MS Word, Excel, DB and PPT), Internet and CRM systems.
Excellent interpersonal skills. Demonstrated strong relationship building with customers, markets and internal stakeholders. Strong oral and written skills are required to enable effective communications at all levels within the company and with customers
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 20-40% within the territory

S&P Global deliver s essential intelligence that powers decision making. We provide the world\xe2\x80\x99s leading organizations with the right data, connected technologies and expertise they need to move ahead. As part of our team, you\xe2\x80\x99ll help solve complex challenges that equip businesses, governments and individuals with the knowledge to adapt to a changing economic landscape.

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.

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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: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.

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

Job ID: 282557
Posted On: 2023-02-27
Location: Singapore, Singapore