Head of New Business

2 weeks ago

Singapore S&P Global Full time
S&P Global Commodity Insights

The Role:

As Head of New Business in APAC you will lead a multi-level team of salespeople responsible for hunting new customers for S&P Global Commodity Insights.

You will be proactively and rapidly seeking new business footprints into different customer segments across the region - leading a high energy team and ensuring the team has a clear vision and a clear strategy - aligned with the global strategy but tailored to the diverse region of Asia-Pacific.

You will also work within a matrix of regional business leaders to ensure the whole team is set up for success and collaborating with other local teams across APAC and with the other 'hunter' teams globally to share and learn from best practice and put that into action in your region.


The Impact:

Reporting to the Global Head of New Business, this role is responsible for driving the revenue growth (team quota bearing role) of the S&P Global Commodity Insights business from new customer acquisition.

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.

He/she will be crucial in realizing the potential of the recently merged Commodity Insights heritage businesses. He/she will evaluate existing sales force work practices and identify areas for improvements. Additionally, he/she will implement new initiatives that will enable Commodity Insights to accelerate its growth rate in the region.

The Business:

The team is composed of experienced sales professionals made up of Business Development Managers, New Business Managers and Team leader(s) and is geographically spread across the region.

The business has a collaborative 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:

The individual will exhibit strong leadership skills & behaviors, strategic thinking, a track record of sales success and be a senior team leader who builds a winning new business sales team, to grow our subscription business and increase our customer base.

You will understand how to proactively win new business (new logos) and how to lead a team to do this.


Our Hiring Manager says:
"I'm looking for a leader who has the ability to build a best-in-class team and business plan to help S&P Global Commodity Insights drive exceptional growth in a sustainable manner that enhances our long term reputation in the marketplace and fosters strong customer relationships. A person who can lead the team to great success, by collaborating and communicating well, having a methodical plan and turning that plan into action for the whole team, overcoming problems, being flexible and implementing solutions."

Grade /Level ( relevant for internal applicants only ): 13

The Location:
Singapore

Responsibilities:

Build and develop the existing team into a best-in-class new business commercial team by recruiting and developing top talent.

Adjust team resources to fully capitalize individual capabilities whilst maximizing teamwork to function as a unified, motivated and performing team to meet and exceed commercial objectives.

Working with the other senior commercial managers across the region to achieve this.

Bring to the team an understanding of how S&P Global Commodity insights operates globally, develop and instill S&P Global Commodity Insights culture in the direct teams and across the APAC commercial organization.

Build, create, develop and adapt the APAC new business sales strategy, ensure alignment and contributing to the global strategies and wider SPGI business objectives.

Manage and drive the creation and assignment of goals, new business goals, track and monitor performance of hunters and new business strategy execution to achieve success.

Guide team to prioritize their work flow, focus and optimize their efforts as they relate to their short, mid and longer term goal attainment.

Lead team in complex negotiations and assist with complex/large prospects, as well as coach the relevant members on how to successfully acquire new customers.

Ensure diligent and complete compliance with CRM usage (activity logging, pipeline management and accurate sales forecasting data). Always be considering and acting on areas of improvement to add value to the 360 degree team.

Ensure proper handover of new logo accounts (usually after 3 months) to their long term owners, including where appropriate account and commercial plans, and client facing handover - setting up the commercial manager for success and growth in the future.

Deliver growth across identified key markets, client segments and across all commodities sectors by driving new logo acquisition.
Improve customer satisfaction (e.g. S&P Global Platts Net Promoter Score).
Provide Voice of Customer feedback on new product in

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