Client Development Manager

S&P Global Commodity Insights

**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

**Grade /Level ( relevant for internal applicants only )**: 12

**The Location**: Singapore

**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