Director, Relationship Management

Grade Level (for internal use), The Role: The Relationship Manager is a non-sales position which leverages knowledge of the Energy Industry to enhance relationships with customers and help them realize bottom line benefits from the use of S&P Global Commodity Insight products. Due to the breadth of knowledge the RM brings to the client relationship, they are seen by the client as the guardian of the strategic client relationship, orchestrating the deployment of corporate-wide resources to provide value to S&P Global CI Global Majors Accounts. Responsibilities and Impact: The Relationship Manager is responsible for the development and maintenance of long-term relationships with a defined client base to ensure a high level of client satisfaction and will influence the broader adoption of existing and new services as well as the retention of existing business. As the client advocate, he/ she must also provide actionable client feedback that will enhance S&P Global CI products and services to earn client business.

• Managing Account Relationships
• Taking responsibility for the experience the client has with S&P Global
• Considers both the big picture as well as the day-to-day when managing the account
• Develops and builds meaningful and lasting relationships with key and influential contacts
• Effectively navigates around client organizations and leverages internal cross functional resources to create value
• Continuous investigative and collaborative contact with clients to gather strategic information about their business, understands their issues, uncovers unrecognized problems providing solutions to them
• As owner of service levels, co-ordinates with all other functions and third parties to help ensure service levels and value add offerings are attained and client needs are met
• Acts as a broker of capabilities or services for client, advocates internally and facilitates the involvement of sales and other functions to achieve common goals for the client and for S&P Global CI
• Understands the client usage of product/services and help define potential use cases or enhancements of new products to benefit client
• Monitors and reports on the health of the relationship between S&P Global CI and Global Majors Accounts
Lead Generation - Driving Increased Usage and Adoption of New Services
• Plays an instrumental role in the initial sales cycle by researching client business, identifying and qualifying leads, involving Commercial Manager to negotiate and close opportunities
• Promotes non benchmark services and identifies new product development needs by working across functions within the customer organization to understand their needs and based on their industry knowledge, contribute relevant input to product launch and marketing plans.
• Seeks out cross and up selling opportunities
• Drives interest in trials and demonstrations, participating in their presentation, after providing appropriate customer contacts throughout the customer organization who would be involved in product discussions or testing
Retention
• Close collaboration with the Commercial Managers
• Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from S&P Global CI services
• Ensures client derives value from enterprise-wide licenses to maintain loyalty by working closely with the Commercial Managers, Support and other functions, to drive increased usage and broad adoption
Reporting
• Communicates potential client and/or market shifts, changes or reactions, as well as client needs back to appropriate levels
• Monitors and reports on use of S&P Global CI services and usage levels
• Contributes to Account Plan and participates in plan implementation
• Work across regional boundaries with other RMs to ensure the client Account Plan is developed and executed consistently and effectively
• Provides status risk and opportunity, product development needs
• Updates CRM
• Quarterly activity reporting
  
  Fluent French language skills
• Proven experience of managing major or complex accounts, preferably in commodity or financial information provider role
• Broad understanding/ communication skills of the energy industry including understanding the personas of front, mid and back-office functions, as well as analysts
• Previous use of S&P Global CI products is preferred
• Previous use of Reuters, Bloomberg, GlobalView, DTN or other real-time services is preferred
• Excellent communication and presentation (verbal/ written) skills, adds value to the relationship by distilling, summarizing, interpreting and communicating information to facilitate its usefulness
• Proven leadership in managing multi-national global and/or strategic accounts, multi-cultural awareness and regional experience is preferred
• Superior customer relationship management skills, proven ability to develop multiple level of relationships within an account of a strategic nature
• Competent at creating and identifying needs using consultative sales techniques to lead sales such as PRG
  
  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., 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., 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., 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

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