Client Development Manager

  • Competitive
  • New York, NY, USA
  • Permanent, Full time
  • S&P Global
  • 16 Feb 19

Client Development Manager

JobDescription :
The Role: Client Development Manager

The Location: New York

The Team: The Client Development Manager is a senior level position able to leverage knowledge of Natural Gas, crude, refined products and shipping industries to enhance relationships with customers and help them realize bottom line benefits from the use of Platts products. The Client Development Manager plays an instrumental role in the initial sales cycle by researching customer business, identifying and qualifying leads, and involving sales to negotiate and close opportunities.

The Impact: Due to the breadth of knowledge the CDM brings to the relationship they are seen by the customer as the guardians of the strategic customer relationship, orchestrating the deployment of corporate-wide resources to provide value to Platts' Strategic Accounts.

Responsibilities:

  • Main point of contact on account, taking responsibility for the experience the customer has with Platts
  • Continuous investigative and collaborative contact with customers to gather strategic information about their business, understand their issues, and provide solutions
  • 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 customer 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 Platts
  • Understands the client usage of product/services and helps define potential use cases or enhancements of new products to benefit client
  • Monitors and reports on the health of the relationship between Platts and Strategic Accounts
  • Promotes non benchmark services and identifies new product development needs by working across functions within the customer organization to understand their needs and contribute relevant input to product launch and marketing plans
  • Seeks out cross and up selling opportunities
  • Provides customer contacts throughout the customer organization to drive interest in trials and demonstrations
  • Collaborates closely with the Commercial Managers
  • Ensures client derives value from enterprise-wide licenses to maintain loyalty by working closely with the Commercial Managers, Client Development Managers from all regions, Portfolio Manager, Customer Care and other functions, to drive increased usage and broad adoption
  • Provides status risk and opportunity, product development needs
  • Updates CRM
  • Monthly activity reporting


Basic Qualifications:
  • Degree with minimum 10 years of successful sales experience preferably in commodity or financial industry
  • Broad understanding/ communication skills of the oil and gas industry including understanding the personas of front, mid and back office functions, as well as analysts
  • Excellent communication and presentation (verbal/ written) skills, adds value to the relationship by distilling, summarizing, interpreting and communicating information to facilitate its usefulness
  • Superior customer 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 SPIN.
  • Strong planning and organizational skills, able to prioritize
  • Competent with systems (Oracle, CRM, Word, Excel, PowerPoint)
  • Travelling required around the region at least once or twice a month

Preferred Qualifications:
  • Experience with Platts or Platts Analytics products is preferred
  • Previous use of Reuters, Bloomberg, GlobalView, DTN or other real-time services is preferred
  • Proven leadership in managing multi-national global and/or strategic accounts, multi-cultural awareness and regional experience is preferred

At S&P Global Platts, we provide the insights; you make better informed trading and business decisions with confidence. We're the leading independent provider of information and benchmark prices for the commodities and energy markets. Customers in over 150 countries look to our expertise in news, pricing and analytics to deliver greater transparency and efficiency to markets. S&P Global Platts coverage includes oil and gas, power, petrochemicals, metals, agriculture and shipping.

S&P Global Platts is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence. For more information, visit www.platts.com.

S&P Global is an equal opportunity employer committed to making all employment decisions without regard to race/ethnicity, gender, pregnancy, gender identity or expression, color, creed, religion, national origin, age, disability, marital status (including domestic partnerships and civil unions), sexual orientation, military veteran status, unemployment status, or any other basis prohibited by federal, state or local 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.

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