Representative IV, Relationship Management

Grade Level (for internal use): 12

Relationship Director, Global Accounts

Location: Kuala Lumpur, Malaysia

About S&P Global Commodity Insights:

S&P Global Commodity Insights is the leading independent provider of insights, benchmark prices and data for the global energy and commodities markets. For over 100 years, we've brought clarity and transparency to the energy and commodities markets, enabling companies, governments, regulators and market participants to act with conviction. We know that data is key to decision making, but information alone can be interpreted in many ways and inform drastically different decisions. The knowledge and experience of our people makes the difference, offering insight that helps customers in 190 countries to interpret fluctuations, uncover new commercial opportunities and gain a competitive edge. Vital to navigating Energy Transition, S&P Global Commodity Insights' coverage includes oil and gas, power, chemicals, metals, agriculture, and shipping.

A division of S&P Global (NYSE: SPGI), S&P Global Commodity Insights is headquartered in London and employs over 4,000 people in more than 20 offices worldwide located in global business and energy centers on five continents. We employ only the best in the market, and each member of our team is committed to providing an unbiased perspective to help our customers monitor market movements, value commodities, recognize opportunities, mitigate risk, and plan with greater confidence.

Starting in March 2022, IHS Markit became part of S&P Global, and S&P Global Platts and IHS Markit ENR combined to become S&P Global Commodity Insights. It's an exciting combination to better serve our customers in markets, including oil, natural gas, LNG, electric power, coal, shipping, petrochemicals, metals, agriculture, and energy transition.

The Role and Impact: Reporting to the Head of Global Accounts, the Relationship Director role is a senior level position who can leverage knowledge of energy and commodity market dynamics to enhance relationships with customers and help them realize bottom line benefits from the use of Commodity Insights' products and services. This role is also required to be passionate about 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 globally.

The Team / The Business: With a strong value and behavior system in place, you will be joining the Global Accounts team that is committed to doing what is right for our most important customers in the APAC region. Uncovering some of the initiatives that our key customers are passionate about will present the opportunity to collaborate with them. In addition to joining an organization that prides itself in being one of the world's leading providers of essential intelligence, you will have access to a lot of data and information. There is the opportunity to learn about other commodity markets and network internally within the team that have individuals who are domain experts in oil, natural gas, LNG, electric power, petrochemicals, metals and energy transition. Not only will you help grow the business but also develop your own knowledge base and network. The broader commercial team is composed of experienced Commercial and Relationship Directors. The business has a casual and friendly atmosphere with an entrepreneurial spirit. We value teamwork and it is crucial that you are a team player in order to be successful within our organization.

Your Skills: Due to the breadth of knowledge you bring to the relationship you are seen by the customer as the guardian of the strategic customer relationship, orchestrating the deployment of corporate-wide resources to provide value to S&P Global Commodity Insights' key global accounts. You are an expert at nurturing customer relationships at all levels (especially the C-Suite) and staying attuned to and proactively developing opportunities within these customers to grow our wallet share by using a consultative and enthusiastic approach cum entrepreneurial mindset. You possess exceptional communication skills with a natural ability to articulate ideas and complex information in a clear and structured manner. You have strong personal integrity, negotiation skills and view every rejection as a challenge to convert to a "Yes".

Responsibilities:

Managing Key Account Relationship and implied Service Level Agreement (SLA)

• Key point of contact on account, taking responsibility for the experience the customer has with S&P Global Commodity Insights
• 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 customers to gather strategic information about their business, understands their issues, uncovers unrecognized problems providing solutions to them
• As owner of the SLA, co-ordinates with all other functions and third parties to help ensure service levels and value add offerings are attained and customer 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 Commodity Insights
• 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 Commodity Insights and our Global Accounts

Lead Generation - Driving Increased Usage and Adoption of New Services

• Plays an instrumental role in the initial sales cycle by researching customer business, identifying, and qualifying leads, involving sales 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 Directors globally and internal stakeholders to ensure the growth and retention of our Global Accounts are developed and executed successfully
• Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from our services
• Devise value-add plan for Clients with enterprise-wide licenses by working closely with the Commercial Directors, Client Services, Business Portfolio Managers, Sales Specialists, Marketing and Content team to drive increased usage and broader adoption

Reporting

• Communicates potential client and/or market shifts, changes or reactions, as well as client needs back to appropriate levels via Monthly Activity Reporting and regular updates of Account Plans
• Monitors and reports on use of S&P Global Commodity Insights services and usage levels.
• Contributes to Account Plan and participates in plan implementation.
• Works across regional boundaries with other Relationship Directors to ensure the customer global account plan is developed and executed consistently and effectively.
• Ensures all leads, opportunities, activities, contacts, customer analysis, buying cycle status are accurately and promptly captured in Salesforce
• Provides status risk and opportunity, competition know how and product development needs

Our Hiring Manager says: "I'm looking for an individual who has commodities market expertise with a successful and proven track record. The individual should be familiar with our data and insights and be driven to protect and retain as well as grow our existing business wherever our Global Accounts have operations. We will not only engage with our existing user base but consistently expand our reach to new users/ affiliated companies to drive exceptional growth in a sustainable manner that enhances our long-term reputation in the marketplace and fosters strong customer relationships. All this should ultimately translate into higher customer satisfaction rates and advocacy (eg. S&P Global Commodity Insights Net Promoter Score)."

Requirements:

• Degree with minimum 10 years of successful energy & commodity industry experience that includes the roles and responsibilities of the front, mid, back offices, analysts, strategy, credit and/or consulting etc. at relevant company types such as an Integrated Oil & Gas company, National Oil Company, commodity trading company, energy and commodity consulting or similar
• In-depth understanding across various energy markets and familiarity with S&P Global Commodity Insights services is a bonus.
• Consultative sales and negotiation skills experience, possess high integrity, work ethics and strong ability to manage complex internal and external networks globally
• Business and financial acumen, deep relationship management skills (especially with the C-Suite level) and strategic vision cum planning capabilities
• Excellent communication and presentation (verbal/ written) skills in English. Ability to converse in Malay is required. Must utilize strong phone, social media, interpersonal skills, ability to work in a team environment to engage effectively with customers and other functions.
• Ability to prioritize and manage multiple projects/tasks while working in a fast paced, deadline driven environment. With strong time management skill and results oriented.
• Proven ability to thrive and excel in a fast-paced dynamic environment with high performance expectations. Must be able to work independently, take initiative to resolve tasks with a can-do attitude and have a financial analytical mindset
• Proven success in doing business across regions is a must and additional experience in ASEAN is a bonus. Strong multi-cultural empathy and regional experience 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

Values and Behaviors:

Our values are Excellence, Relevance and Integrity. We are professional, setting and maintaining high standards in our interactions with our colleagues, always demonstrating the value that our data and services can bring to our customers. We are honest, transparent and responsive, showcasing our knowledge, and expertise to our customers. We foster and develop relationships to ensure we are accountable to and engage with our customers, partners and colleagues. We place diversity business objectives and the need to embrace openness, honesty, trust and respect ahead of our own personal goals. We understand the need to embrace change and ensure that customers are at the heart of everything we do. Our customers drive our tech-savvy initiatives, our desire to be lean and agile as well as our passion to develop ourselves and each other so we can deliver innovative, cost-efficient growth opportunities for our customers.

We understand that as we grow, our customers grow too.

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 cantake 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.

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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: EEO.Compliance@sp