About the Role: Grade Level (for internal use): 10 The Role : Reporting to the Head of APAC – New Business, this New Business Manager role is responsible for driving the revenue growth of the S&P Global Commodity Insights business by aggressively and rapidly seeking new business footprints into different customer segments within assigned India region to “hunt”/acquire new customer logos. This role requires a strong passion for 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 Commodity Insights to accelerate its growth rate in India, 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. 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 Commodity Insights. 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 Commodity Insights 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 India as well as APAC region’s sales and strategy component by executing assigned responsibility or activities to realize overall sales and strategic objectives for the India region • Leverage the knowledge built on customers and inputs from other functions within S&P Global Commodity Insights and across S&P Global divisions to ensure alignment with customer needs and S&P Global Commodity Insights 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 to have meaningful conversations with customers and prospects • Staying current on competitor offerings to identify the strengths and vulnerabilities of S&P Global Commodity Insights offerings in comparison Our Hiring Manager says: “I’m looking for an individual contributor who is a proven and successful “Sales Hunter” to help S&P Global Commodity Insights 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 Commodity Insights Net Promoter Score) over the long term.” Requirements: • Bachelor’s Degree; Advanced graduate degree (e.g., MBA, PhD, etc.) with minimum 6 years of successful new business development (hunting) experience, preferably in the commodity, trading, consulting and financial services industry. • Hunter traits: Intrinsically motivated by growing business beyond where people think it can go. Entrepreneurial mindset; demonstrates drive, perseverance, energy and sense of urgency • Consultative sales and negotiation skills experience. Strong personal integrity and a confident and positive manner • Excellent communication and presentation (verbal/ written) skills in English, with an Asian language as a bonus. Must utilize strong phone (especially cold calling), interpersonal skills, ability to work in a team environment to engage effectively with customers and other functions. • Desire and flexibility to learn and grow in an ever-changing environment • Proven ability to thrive and excel in a fast paced dynamic environment with high performance expectations. Work effectively in a team as well as independently, take initiative to resolve tasks with a can-do attitude and have a financial analytical mindset • Proven success in doing business in India is a must and specifically in APAC is a bonus. Strong multi-cultural awareness and regional experience is preferred • Broad understanding of the energy & commodity industry including understanding the personas of front, mid and back office functions, as well as analysts is preferred • Possess a Change Agent mindset and embrace commercial best practices, sales excellence and desired culture of values and behaviors • Highly proficient in systems (Zuora, Salesforce, Word, Excel, PowerPoint) and preferably Prime Resource Group (PRG) Diagnostic Sales Methodology • Ability to travel around the region frequently 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. Pay Transparency Nondiscrimination Provision - https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf ----------------------------------------------------------- 40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.1 - Middle Professional Tier I-Ou Sales (EEO Job Group) Job ID: 308033 Posted On: 2024-10-21 Location: Mumbai, Maharashtra, India