Oil & Gas Specialist - Global Accounts

External

Spgi · Singapore, Switzerland

Full-timeOn-siteToday

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About the role

Grade Level (for internal use): 11 The Role: Oil & Gas - Global Accounts, is responsible for the customer experience and revenue growth of S&P Global Energy, Crude oil, Fuels & Refining, and Shipping bank of business for our Global Accounts clients in APAC. This requires close co-ordination with Commercial team, Channel Partners, Marketing team, Client Services, Content team and Product team. The key objectives of this role are to increase revenue of Market Data and Market Insights. This growth needs to be achieved from new and existing Crude Oil/ Fuels & Refining/Shipping customers through market engagement, sales capability building, bringing customer insights into product development and thoughtful market targeting. As a "sell-through" role, the Commercial Specialist - Crude Oil/ Fuels/Shipping will work alongside others to drive their success in Oil markets. The Impact: The role outcomes are meeting/exceeding net-sales targets and meeting metrics around customer engagement, experience and sales capability. Your Skills: Minimum of 5-10 years of B2B sales and/or industry experience (preferably in Oil/NGLs research, consulting, trading or related industry) with a track-record of achieving revenue targets, developing new markets and maintaining a high-level of customer satisfaction.

Responsibilities

This position will be primarily responsible for achieving net-sales and customer experience targets for Crude oil / Fuels & Refining across the Commercial team in India region. The role is also required to develop and execute a revenue growth strategy for Crude Oil/ Fuels & Refining in India and collaborate to identify cross commodity cross-sell opportunities in line with the S&P Global Energy strategy.

Responsibilities also include developing and strengthening relationships with our existing clients, with regular travel to client sites for sales and relationship building, conducting regular reviews with key customer contacts to gain insight into clients' business initiatives, market engagement activities through briefings, events and other marketing-led activities, and supporting sales efforts to grow new and existing customers into larger contracts.

Understand key customers in portfolio and needs, coordinate with S&P Global Energy Commercial, Product & Marketing teams.

Understand the relationship and the information requirements within a complex multi-functional customer base. Strategically understand the S&P Global Energy sales organization and resources, familiarize with colleagues and understand S&P Global Energy 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 Crude Oil/ Fuels and NGLs customers to inform the Product Development, Research and Marketing team activities & strategies, and to ensure that S&P Global Energy has relevant offers for local markets.

Lead the development of customer case studies for relevant 'big wins', clearly documenting the value of S&P Global Energy's essential Intelligence to the customer's business operations.

Growth of Net Sales and New Business

Net sales quota shall be met by working closely with the Sales Managers, Relationship Managers, Channel Partners, AI and Datafeed Specialists. Growing account portfolio spending on current products by increasing license agreements, volume of usage through the prescribed systems and processes. Grow Crude Oil/ Fuels and NGLs/Shipping - Market Data and Market Insights sales through identifying whitespace, cross-selling and upselling research services and insights and increasing the spent-on S&P Global Energy 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.

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 S&P Global Energy Oil and NGLs offerings.

Conduct market engagement activities in support of the S&P Global Energy, Asia Strategy.

Support joint initiatives across S&P Global in the Crude Oil/ Fuels/ NGLs space.

Account Records Maintenance & Self development

Co-ordinates with the Commercial team to maintain CRM activity log, monthly reports, meeting notes. Communication is critical to ensure S&P Global Energy has a seamless approach to the customer. Also maintains account plan and profile while identifying potential risks and opportunities for Crude Oil

Oil & Gas Specialist - Global Accounts

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