The Role: Commercial Manager, Hong Kong & Macau
The Location: Hong Kong
The Role and Impact: Reporting to the Commercial Director, Greater China Region (GCR), this Business Development Manager role is responsible for driving the revenue growth of the S&P Global Platts business from assigned bank of business in Greater China by managing the retention and growth (i.e. farming) of existing mid-tier to larger regional customer accounts via cross selling/up selling activities and building strong customer intelligence and relationships across customer personas and functions within each customer account. This role is also required to be passionate about driving and delivering our Commercial transformation goals as we seek to implement diagnostic-based sales approach and a client-centric sales process. Additionally, he/she will actively participate in new initiatives that will enable Platts to accelerate its growth rate in the Greater China and APAC region.
The Team / The Business: The team is composed of experienced sales professionals. The business has a casual and friendly atmosphere with an entrepreneurial spirit. We value team work and it is crucial that you are a team player in order to be successful within our organization.
Your Skills: You are a consistently over performing individual sales contributor who is a specialist (Farmer) at servicing and growing existing customer base. You are an expert at nurturing customer relationships and staying attuned to and proactively developing opportunities within these customers to grow our wallet share by using a consultative and enthusiastic approach cum entrepreneurial mindset. You possess exceptional communication skills with a natural ability to articulate ideas and complex information in a clear and structured manner. You have in-depth knowledge of the commodities market industry and well-aware of what’s happening. You have strong personal integrity, negotiation skills and view every rejection as a challenge to convert to a “Yes”.
Consultative Sales and Negotiations
Promotes and sells portfolio of products (existing and new) to current and target customers. Develops and consultatively sell appropriate product/service solutions, cultivates referrals, generate new opportunities, actively follow up on leads and drive a healthy pipeline that is characterized by strong velocity and volume
Increased Customer Engagement
Strategy and Planning
Accurate & timely monthly forecasting plus any Ad-hoc reporting requirements
Regular and transparent Account plan updates
Establish product development needs
Continuous learning to maintain a high level of relevant domain/product knowledge in order to have meaningful conversations with customers and prospects
Our Hiring Manager says: “I’m looking for an individual contributor who is a proven and successful “Sales Farmer” to help S&P Global Platts protect our existing business and drive exceptional growth in a sustainable manner that enhances our long term reputation in the marketplace and fosters strong customer relationships that translates into higher customer satisfaction rates and advocacy (e.g. S&P Global Platts Net Promoter Score).”
Consultative sales and negotiation skills experience, possess high integrity, work ethics and a farmer adept at all phases of the selling cycle from value assessment, proposal preparation, negotiation to deal closure. This will be a due hunter/ farmer role
Excellent communication and presentation (verbal/ written) skills in English and Mandarin, with a Chinese dialect language as a bonus. Must utilize strong phone, interpersonal skills, ability to work in a team environment to engage effectively with Customers and other functions
Ability to prioritize and manage multiple projects/tasks while working in a fast paced, deadline driven environment. With strong time management skill and results oriented.
Proven ability to thrive and excel in a fast paced dynamic environment with high performance expectations. Must be able to work independently, take initiative to resolve tasks with a can-do attitude and have a financial analytical mindset
Proven success in doing business in Greater China is a must and specifically in APAC is a bonus. Strong multi-cultural awareness and regional experience is preferred
Broad understanding of the energy & commodity industry including understanding the personas of front, mid and back office functions, as well as analysts is preferred
Possess a Change Agent mindset and embrace commercial best practices, sales excellence and desired culture of values and behaviors
Highly proficient in systems (Zuora, Salesforce, Word, Excel, PowerPoint) and preferably Prime Resource Group (PRG) Diagnostic Sales Methodology
Values and Behaviors:
Our values are Excellence, Relevance and Integrity. We are professional, setting and maintaining high standards in our interactions with our colleagues, always demonstrating the value that our data and services can bring to our customers. We are honest, transparent and responsive, showcasing our knowledge, and expertise to our customers. We foster and develop relationships to ensure we are accountable to and engage with our customers, partners and colleagues. We place diversity business objectives and the need to embrace openness, honesty, trust and respect ahead of our own personal goals. We understand the need to embrace change and ensure that customers are at the heart of everything we do. Our customers drive our tech-savvy initiatives, our desire to be lean and agile as well as our passion to develop ourselves and each other so we can deliver innovative, cost efficient growth opportunities for our customers.
We understand that as we grow, our customers grow too.
About S&P Global Platts:
S&P Global Platts is the leading independent provider of information, benchmark prices and analytics for the energy and commodities markets. For over 100 years, we've brought clarity and transparency to the energy and commodities markets, enabling companies, governments and individuals to act with conviction. We know that data is key to decision making, but information alone isn't informative: it can be interpreted in many ways and inform drastically different decisions. The knowledge and experience of our people makes the difference, offering insight that helps customers in 190 countries to interpret fluctuations, uncover new commercial opportunities and gain a competitive edge.
A division of S&P Global (NYSE: SPGI), S&P Global Platts is headquartered in London and employs over 1,200 people in more than 19 offices worldwide located in global business and energy centers on five continents. We employ only the best in the market, and each member of our team is committed to providing an unbiased perspective to help our customers monitor market movements, value commodities, recognize opportunities, mitigate risk, and plan with greater confidence.
At S&P Global, we don’t give you intelligence—we give you essential intelligence. The essential intelligence you need to make decisions with conviction. We’re the world’s foremost provider of ratings, benchmarks and analytics in the global capital and commodity markets. Our divisions include: