About the Role: Grade Level (for internal use): 10 Commercial Specialist – Oil & NGLs, Greater China Region (GCR) is responsible for the customer experience and revenue growth of S&P Global Commodity Insights (SPCI) Crude oil and Fuels & Refining bank of business in GCR territory. This requires close co-ordination with Commercial team, Channel Partners, Marketing team, Client Services, Content team and Product team. The key objectives of this role is to grow new and existing Crude oil/ Fuels insights customers through market engagement, sales capability building, bringing customer insights into product development and thoughtful market targeting. As a “sell-through” role, the Commercial Specialist – Crude Oil/ Fuels will work alongside others to drive their success in Oil markets. The Impact: The role outcomes are meeting/exceeding net-sales targets and meeting metrics around customer experience and sales capability. Your Skills: Minimum of 5-10 years of B2B sales and/or industry experience (preferably in Oil/NGLs research, consulting, trading or related industry) with a track-record of achieving revenue targets, developing new markets and maintaining a high-level of customer satisfaction. Responsibilities: This position will be primarily responsible for achieving net-sales and customer experience targets for Crude oil / Fuels & Refining across the Commercial team in GCR region The role is also required to develop and execute a revenue growth strategy for Crude Oil/ Fuels and NGLs in GCR, in line with the SPCI strategy. Responsibilities also include developing and strengthening relationships with our existing 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. Understand key customers in portfolio and needs, coordinate with SPCI Commercial, Product & Marketing teams. Understand the relationship and the information requirements within a complex multi-functional customer base. Strategically understand the SPCI sales organization and resources, familiarize with colleagues and understand SPCI 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 Crude Oil/ Fuels and NGL customers to inform the Product Development and Marketing team activities & strategies, to ensure that SPCI 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. Growth of Net Sales and New Business Net sales quota shall be met by working closely with the Sales Managers and Channel Partners. Growing account portfolio spending on current products by increasing license agreements, volume of usage through the prescribed systems and processes. Grow Crude Oil/ Fuels and NGLs insights sales through cross-selling, upselling research services and insights and increasing the spent on SPCI 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. 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 SPCI Oil and NGL offerings particularly analytics portfolio of services. Conduct market engagement activities in support of the SPCI Asia Strategy. Support joint initiatives across S&P Global in the Crude Oil/ Fuels and NGL 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 SPCI has a seamless approach to the customer. Also maintains account plan and profile while identifying potential risk and opportunities for Crude Oil, Fuels and NGL 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 Oil/NGL 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 Mandarin speaking capability is a must. Proficient in Microsoft Office suite (MS Word, Excel, DB and PPT), Internet and CRM systems. 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 20-50%+ within the territory About S&P Global Commodity Insights At S&P Global Commodity Insights, our complete view of global energy and commodities markets enables our customers to make decisions with conviction and create long-term, sustainable value. We’re a trusted connector that brings together thought leaders, market participants, governments, and regulators to co-create solutions that lead to progress. Vital to navigating Energy Transition, S&P Global Commodity Insights’ coverage includes oil and gas, power, chemicals, metals, agriculture and shipping. S&P Global Commodity Insights is a division of S&P Global (NYSE: SPGI). S&P Global is the world’s foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the world’s leading organizations navigate the economic landscape so they can plan for tomorrow, today. For more information, visit http://www.spglobal.com/commodity-insights. What’s In It For You? Our Purpose: Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology–the right combination can unlock possibility and change the world. Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress. Our People: We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all. From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We’re constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference. Our Values: Integrity, Discovery, Partnership At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals. Benefits: We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global. Our benefits include: Health & Wellness: Health care coverage designed for the mind and body. Flexible Downtime: Generous time off helps keep you energized for your time on. Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills. Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs. Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families. Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference. For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries Diversity, Equity, and Inclusion at S&P Global: At S&P Global, we believe diversity fuels creative insights, equity unlocks opportunity, and inclusion drives growth and innovation – Powering Global Markets. Our commitment centers on our global workforce, ensuring that our people are empowered to bring their whole selves to work. It doesn’t stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all. ----------------------------------------------------------- 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: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.  US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law. ----------------------------------------------------------- 40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.1 - Middle Professional Tier I-Ou Sales (EEO Job Group) Job ID: 307139 Posted On: 2024-09-10 Location: Beijing, China