Relationship Director, Global Accounts

4 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia S&P Global Full time

About The Role:

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.

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:

  • Key point of contact on account, taking responsibility for the experience the customer has with S&P Global Commodity Insights
  • Develops and builds meaningful and lasting relationships with key and influential contacts
  • 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

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.
  • 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
  • Excellent communication and presentation (verbal/ written) skills in English. Ability to converse in Malay is required.
  • Ability to prioritize and manage multiple projects/tasks while working in a fast paced, deadline driven environment.
  • Proven ability to thrive and excel in a fast-paced dynamic environment with high performance expectations.
  • Proven success in doing business across regions is a must and additional experience in ASEAN is a bonus.
  • 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.

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