Commodities Sales Specialist, Shipping

S&P Global Commodity Insights

**The Role**: Commodities Sales Specialist, Shipping, APAC

**Grade ( relevant for internal applicants only )**: 10

**The Location**: Singapore, China or other offices in APAC

**The Role**: The Commodities Sales Specialist - Shipping is responsible for the customer experience and revenue growth of Commodities Insights Shipping bank of business. This requires close coordination with Commercial team, Channel Partners, Marketing team, Client Services, Content team and Product team. The key objective of this role is to grow new and existing Shipping customers through market engagement, sales capability building, bringing customer insights into product development and thoughtful market targeting. As a “sell-through” role, the Commodity Specialist Shipping will work alongside others to drive their success in Shipping markets.

**The Impact**: The role outcomes are meeting/exceeding net-sales targets and meeting metrics around customer experience and sales capability.

**Responsibilities**:
This position will be primarily responsible for achieving net-sales and customer experience targets for Shipping offers & analytics across the Commercial team in Asia. The role is also required to develop and execute a revenue growth strategy for shipping in Asia in line with the Commodities Insights strategy
Responsibilities also include developing and strengthening relationships with our 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 events and other marketing led activities, and supporting sales efforts to grow new and existing customers into larger contracts.
Growth of Net Sales and New Business
Net sales quota shall be met by working closely with the Sales Managers and Commodities Insights Channel Partners. Growing account portfolio spending on current products by increasing license agreements, volume of usage through the prescribed systems and processes. Grow new Shipping sales by value/volume, through cross-selling, upselling to analytics and increasing the spent on Commodities Insights 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.
Understand key customers in portfolio and needs, coordinate with Commodities Insights Commercial, Product & Marketing teams.
Understand the relationship and the information requirements within a complex multi-functional customer base. Strategically understand the Commodities Insights sales organization and resources, familiarize with colleagues, and understand Commodities Insights 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 Shipping customers to inform the Product Development and Marketing team activities & strategies, to ensure that Commodities Insights 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 Essential Intelligence to the customer’s business operations.
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 Commodities Insights Shipping offers.
Conduct market engagement activities in support of the Commodities Insights Asia Strategy
Support joint initiatives across S&P Global in the Shipping space.
Account Records Maintenance & Self development
Co-ordinates with the Commercial team to maintain CRM activity log, monthly reports, meeting notes, accurate forecasting. Communication is critical to ensure Commodities Insights has a seamless approach to the customer. Also maintains account plan and profile while identifying potential risk and opportunities for Shipping business within the account.

**Qualifications**:
Must hold Bachelor’s degree (or equivalent experience)
Minimum of 5-10 years of B2B sales and/or management experience (preferably in Shipping/commodity data trading, research, consulting or related industry) with a track-record of achieving revenue targets, developing new markets and maintaining a high-level of customer satisfaction.
Strong solution-selling background with proven experience in maximizing customer value and through coordinated account planning and team approach both internally and externally
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