Client Development Manager

Location: London Grade: 12 (for internal purposes only) Role Purpose: The Client Development Manager is a position which is able to leverage knowledge of crude, refined products and shipping industries to enhance relationships with customers and help them realize bottom line benefits from the use of SPGCI products. Due to the breadth of knowledge the CDM brings to the relationship they are seen by the client as the guardian of the strategic client relationship, orchestrating the deployment of corporate-wide resources to provide value to SPGCI' Global Majors Accounts. The Impact: The Client Development Manager is responsible for the development and maintenance of long-term relationships with defined client base to ensure a high level of client satisfaction and influence the broader adoption of existing and new services as well as the retention of existing business. As the client advocate, he/ she must also provide actionable client feedback that will enhance SPGCI products and services to earn client business. The Career Opportunity Managing Account Relationships Main point of contact on account, taking responsibility for the experience the client has with SPGCI 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 service levels, 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 SPGCI 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 SPGCI and Global Majors 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 Commercial Director to negotiate and close opportunities Promotes non benchmark services and identifies new product development needs by working across functions within the customer 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 customer contacts throughout the customer organization who would be involved in product discussions or testing Responds to incremental sales and incoming orders, which are processed via the Portfolio Manager Retention Close collaboration with the Commercial Directors Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from SPGCI services Ensures client derives value from enterprise-wide licenses to maintain loyalty by working closely with the Commercial Directors, Support 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 SPGCI 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 Quarterly 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 oil industry including understanding the personas of front, mid and back office functions, as well as analysts Previous use of SPGCI 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 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 PRG About S&P Global Commodity Insights 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. For more information, visit www.spglobal.com/commodity-insights/en To all recruitment agencies: S&P Global does not accept unsolicited agency resumes. Please do not forward such resumes to any S&P Global employee, office location or website. S&P Global will not be responsible for any fees related such resumes. ----------------------------------------------------------- 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: 280814 Posted On: 2023-02-06 Location: London, United Kingdom