Client Development Manager (CDM) Global Accounts APAC

Client Development Manager Location: Mumbai Grade: 12 (for internal purposes only) The Role: The Client Development Manager (CDM) is responsible for expanding the depth and breadth of Commodity Insights’ footprint within client organizations of strategic importance (accounts managed by the Global Accounts team within region). The CDM collaborates with the Commercial Manager and Commercial Specialists to refine and implement the strategy. Using insights gained through diagnostic conversations, the CDM keeps the account team updated on customer goals and initiatives, new business developments, usage, competitive footprints, and overall customer sentiment. CDMs will defer to the Commercial Manager for contract details and price discussions. The Impact: The CDM's goal is to increase client awareness of Commodity Insights in order to elevate customer usage and ensure the partnership between the client and Commodity Insights is as strong as possible. They are critical in structuring and assembling senior-level meetings of elevated strategic significance. By ‘deep diving’ into the organization, the CDM helps to maximize ACV growth, seeking to gain a deep understanding of client sentiment and the perception of Commodity Insights’ value and, subsequently, identify white space opportunities or risks. This deep understanding of the customer business – and the impact of internal and external developments – enables the account team to proactively evolve their client strategy while anticipating new and developing needs. Responsibilities Managing Account Relationships and SLA’s Responsible for managing Commodity Insight’ key relationships most strategically important clients Considers both the big picture as well as the day-to-day when managing the account Develops and builds meaningful and lasting relationships with key and influential contacts Effectively navigates around client organizations and leverages internal cross functional resources to create value Continuous investigative and collaborative contact with Clients to gather strategic information about their business, understands their issues, uncovers unrecognized problems providing solutions to them 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 Client 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 Commodity Insights Understands the client usage of product/services and help define potential use cases or enhancements of new products to benefit client Monitors and reports on the health of the relationship between Commodity Insights and Global Accounts Lead Generation - Driving Increased Usage and Adoption of New Services Plays an instrumental role in the initial sales cycle by researching Client business, identifying and qualifying leads, involving sales to negotiate and close opportunities Promotes non benchmark services and identifies new product development needs by working across functions within the Client organization to understand their needs and based on their industry knowledge, contribute relevant input to product launch and marketing plans Seeks out cross and up selling opportunities Drives interest in trials and demonstrations, participating in their presentation, after providing appropriate Client contacts throughout the Client organization who would be involved in product discussions or testing Responds to incremental sales and incoming orders, which are processed via the sales administrator Retention Close collaboration with the Commercial Managers Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from Commodity Insights services Ensures client derives value from enterprise-wide licenses to maintain loyalty by working closely with the Commercial Managers, Analytics Sales Specialists, Business Performance Managers, Client Service Managers and other functions, to drive increased usage and broad adoption Reporting Communicates potential client and/or market shifts, changes or reactions, as well as client needs back to appropriate levels Monitors and reports on use of Commodity Insights services and usage levels Contributes to Account Plan and participates in plan implementation Work across regional boundaries with other CDMs to ensure the Client account plan is developed and executed consistently and effectively Provides status risk and opportunity, product development needs Updates CRM Monthly activity reporting Qualifications Proven experience of managing major or complex accounts, preferably in commodity or financial information provider role Broad understanding/ communication skills of the energy industry including understanding the personas of front, mid and back office functions, as well as analysts Previous use of Commodity Insights products is preferred Previous use of Reuters, Bloomberg, GlobalView, DTN or other real-time services is preferred Excellent communication and presentation (verbal/ written) skills, adds value to the relationship by distilling, summarizing, interpreting and communicating information to facilitate its usefulness Proven leadership in managing multi-national global and/or strategic accounts, multi-cultural awareness and regional experience is preferred Superior Client relationship management skills, proven ability to develop multiple level of relationships within an account of a strategic nature Preference is given to candidate with a deep understanding and relationship with key personnel and management of Reliance Industries Limited. Preference is given to candidate with a strong experience in the Petrochemical industry. Competent at creating and identifying needs using consultative sales techniques to lead sales such as PRG S&P Global delivers essential intelligence that powers decision making. We provide the world’s leading organizations with the right data, connected technologies and expertise they need to move ahead. As part of our team, you’ll 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 ----------------------------------------------------------- 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: [email protected] 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. ----------------------------------------------------------- 20 - Professional (EEO-2 Job Categories-United States of America), SLSGRP202.2 - Middle Professional Tier II (EEO Job Group) Job ID: 280023 Posted On: 2023-02-03 Location: Mumbai, Maharashtra, India