Associate Director

6 Applied
Job Description



Associate Director- Sales
Commodity Insights

The Role: The Commodity Insight Sales Specialist is responsible for the customer experience and revenue growth of Commodity Insights bank of business within the assigned accounts in the territory (Indian subcontinent). The key objective of this role is to grow new and existing Commodity Insight customers through market engagement, sales capability building, bringing customer insights into product development and thoughtful market targeting. As a sell-through role, the Commodity Insight Sales Specialist must possess strong business to business direct sales background and a proven track record of exceeding sales quotas.
The Impact:The role outcomes are meeting/exceeding net-sales targets and meeting metrics around customer experience and sales capability.
Your Skills:Minimum of 8-15 years of B2B sales and/or industry experience (preferably in within the Upstream, Downstream, Gas, Power, Renewables and chemical industries in Indian Subcontinent) with a track-record of achieving revenue targets, developing new markets and maintaining a high-level of customer satisfaction.
Grade/Level(relevant for internal applicants only): 8
The Location:Gurgaon India
Responsibilities:

  • Working within the Commodity Insight team executing against sales goals (Renewals & New Business Targets), including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer needs/challenges, delivering executive S&P Global Commodity Insights point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the unique Commodity Insights value proposition.
  • The Sales Executive will own a specific set of named accounts and/or geographic territories within the S&P Global Commodity Insights Commercial region and be responsible for the following:
    • Accountability for securing renewals with uplifts& driving revenue growth across S&P Global Commodity Insights business to meet or exceed expectations, including identification of revenue drivers and metrics focused on market expansion and penetration.
    • Build a strong network with key decision makers within the customers organizations to expand and strengthen the relationship and create new opportunities for sales of products, services and consulting engagements.
    • Monitoring performance-to-plan throughout the fiscal year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
    • Creating and managing their sales pipeline of new business opportunities in the Customer Relationship Management system (Sales Force) within the assigned territory, generating leads from face-to-face needs discovery calls with customers as well as following inbound leads from marketing, the Energy Insight team, industry events and other sources.
    • Based on opportunities in the sales pipeline in the Customer Relationship Management system (Sales Force), provide monthly forecasts within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan.
  • Achieve assigned sales targets on a monthly, quarterly, and annual basis
  • Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies
  • Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership
  • Maintain a thorough understanding of the Energy industry, including industry trends, business processes, financial measurements, performance indicators and key competitors.
  • Working with Product and Sales Management to ensure proper positioning of complex solutions.
  • Competency in delivering price for value relative to the appropriate product solution.
  • Quickly learn about the S&P Global Commodity Insights offering portfolio and strive to become expert level within 12-18 months

Qualifications:
  • Must hold Bachelor's degree (or equivalent experience)
  • Minimum of 8-13 years of B2B sales and/or management experience (preferably within the Upstream, Downstream, Gas, Power, Renewables and chemical industries in Indian Subcontinent) 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
  • Proficient in Microsoft Office suite (MS Word, Excel, DB and PPT) and CRM systems (salesforce).
  • Excellent interpersonal skills. Demonstrated strong relationship building with customers, markets and internal stakeholders. Strong oral and written skills are required to enable effective communications at all levels within the company and with customers
  • Experienced negotiator, demonstrating logical, influencing and consulting skills. Ability to interact at the highest level of decision making with key industry players.
  • Ability to independently acquire knowledge of industry, competitors, trends and products.
  • Ability to travel 30-50%+ within the territory.

About Company Statement:
S&P Global delivers essential intelligence that powers decision making. We provide the world's leading organizations with the right data, connected technologies and expertise they need to move ahead. As part of our team, you'll help solve complex challenges that equip businesses, governments and individuals with the knowledge to adapt to a changing economic landscape.
S&P Global Commodity Insights enables organizations to create long-term, sustainable value with data and insights for a complete view on the global energy and commodities markets
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Equal Opportunity Employer:
S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.
If you need an accommodation during the application process due to a disability, please send an email to:and your request will be forwarded to the appropriate person.

US Candidates Only:
The EEO is the Law Poster describes discrimination protections under federal law.

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IHS Markit Ltd was an information services provider that completed a merger with S&P Global in 2022. Headquartered in London, it was formed in 2016 with the merger of IHS Inc. and Markit Ltd.On 30 November 2020, S&P Global and IHS Markit released information about a definitive all-stock deal for around $44 billion, a deal which would be the largest of the year globally, according to Dealogic data.In Dec. 2021, the company announced its intention to sell Base Chemicals to News Corp for a reported $295 million as part of an effort to alleviate concerns about competitive effects.The purchase by S&P Global was finalized on 28 February 2022

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