New Business Manager

S&P Global Commodity Insights

**The Role and Impact**: Reporting to the Senior Commercial Director, ASEAN region this New Business Manager role is responsible for driving the revenue growth of the S&P Global Platts business by aggressively and rapidly seeking new business footprints into different customer segments within assigned ASEAN region to “ hunt ”/acquire new customer logos. 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 ASEAN 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 New Business Development expert ( Hunter ), with a consultative and enthusiastic approach cum entrepreneurial mindset, high self-motivation and resiliency to rapidly successfully pursue/acquire new clients and opportunities. 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”.

**Our Hiring Manager says**: “I’m looking for an individual contributor who is a proven and successful “ Sales Hunter ” to help S&P Global Platts drive exceptional growth by actively onboard new customers into our portfolio in a sustainable yet speedily manner that increases our market share and fosters strong customer relationships that translates into higher customer satisfaction rates and advocacy (e.g. S&P Global Platts Net Promoter Score) over the long term.”

**Responsibilities**:
Consultative Sales and Negotiations

Meets and exceeds revenue quota through the management and execution of the new business sales process

Promotes and sells portfolio of products (existing and new) to new 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

Growth achieved with full attention to rapidly acquire new customers to boost both subscription dollars (deal size) and number of new logos to add to our customer base
Increased Customer Engagement

Identify and initiate new client relationships and properly handover new clients (after onboarding) to inheriting Account Manager/ Business Development Manager to nurture for maximum Customer Lifetime Value for S&P Global Platts. Optimize revenue prioritizing opportunities and engaging customers proactively and frequently

Works on customer proposals and presentations

Mitigate future cancellations/downgrades post-sale by ensuring new customers continue to derive value from S&P Global Platts products and services during their onboarding process

Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
Strategy and Planning

Contribute to overall APAC region’s sales and strategy component by executing assigned responsibility or activities to realize overall sales and strategic objectives for the ASEAN region

Leverage the knowledge built on customers and inputs from other functions within S&P Global Platts and across S&P Global divisions to ensure alignment with customer needs and S&P Global Platts strategy

Develop and maintain territory and account plans which outline how sales targets will be met on an ongoing basis; drive marketing campaigns to successfully deliver against new logo acquisition objectives

Research for Account Planning and related customer/market intelligence

Account-centric Benchmarking and Geographic Whitespace analysis
Reporting

Monthly activity reporting with feedback on customer and market developments that impact our business

Accurate & timely monthly forecasting plus any Ad-hoc reporting requirements

Regular and transparent Account plan updates

Ensures all leads, opportunities, activities, contacts, customer analysis, buying cycle status are accurately and promptly captured in Salesforce
Establish product development needs

Actively engages marketing activities such as customer round tables, forums, events, BETA tests, Proof of Concepts (POC) and campaigns

Activity drives back customer feedback for new product incubation and/or existing product enhancement

Continuous learning to maintain a high level of relevant domain/product knowledge in order t