Platts Commercial Manager | Retention  

The Role:

As Manager for the Relationship Support team, you have direct commercial responsibility in handling regional team leads and individuals managing relationships for Platts’ long tail accounts. As a leader, you should have the managerial ability to build a best-in-class team and business plan to help S&P Global Platts protect our existing business and drive exceptional growth in a sustainable manner that enhances our long term reputation in the marketplace and fosters strong customer relationships

The Location: Silver City, Pasig City

The Team: Relationship Support (also known as Retention) is mandated to retain and grow our lower spend accounts. The team is expected to manage the full cycle of contracts, mostly market report subscribers, from renewals and price negotiations to regular check-ins throughout the client’s annual subscription period. Through engagement with contacts, the relationship managers are to share the value-add content and services that Platts provide as well as identify opportunities to grow the business and when necessary, manage risks to prevent cancellations.

The Impact: Reporting to the Associate Director for Commercial Support, this role is mainly responsible for leading a team that is focused on maintaining and driving revenue growth of the accounts assigned to Manila and for ensuring the consistency of renewal operations for the local teams supporting Asia, EMEA and North American clients.

What’s in it for you:

• Opportunity to join a pioneer, dynamic and fast-growing team
• Exposure to Platts’ global commercial operations and business network across the division
• Learn and grow within the thriving commodities market
• Be part of a casual and friendly work environment with an entrepreneurial spirit
• Occasional travel may be required

Responsibilities:

• Build a best-in-class commercial team by developing top talent. Manage resources and account distribution to fully capitalize individual capabilities while maximizing teamwork to function as a unified, motivated & performing team to meet and exceed commercial objectives.
• Bring to the team an understanding of how S&P Global Platts operates globally, develop and instill the division’s One commercial culture
• Manage & drive the creation & assignment of business retention goals (ACV & client), upsell/cross-sell targets and incentive plan for the team.
• Guide team to prioritize their work flow and client engagement efforts, focus and optimize their tasks as they relate to their short, mid & long term goals to successfully retain and grow our long tail clients
• Lead team in complex negotiations & assist in assessing opportunities and risks on complex/growth clients
• Guide team to adapt a commercial mindset and plan business strategies through a deep understanding of industry requirements, market trends and client requirements
• Develop a strong business development strategy for the local team to drive subscription growth and align with their respective regional targets (considering key markets, client segments and commodity sectors)
• Engage and nurture a small targeted set of potential growth accounts
• Improve customer satisfaction/Net Promoter Score for the long tail set
• Drive and embed best practice, commercial excellence and desired culture of values and behaviors, including the consistent adoption of the Diagnostic approach to engaging Platts clients
• Drive consistent & accurate retention pipeline management. Provide insights on day to day operational wins/challenges for reporting
• Collaborate with all other functional departments and business regions to achieve end goals. This includes Regional Sales, Channel Partners, Content & Product management, Marketing, Finance, Operations, Legal and colleagues from other SPGI businesses.

What We’re Looking For:

Basic Qualifications

• Degree with minimum 5 years of successful individual commercial and managerial experience, preferably in commodity or financial information provider role (e.g. Refinitiv, Bloomberg)
• At least 5+ years of Experience with handling and leading a sales team that focuses on revenue generation either through renewals or lead generation in a similar industry with S&P Global
• Proven people management experience of at least a team of 15+ members
• Sales Mindset and knows how to meet aggressive sales targets for the team
• Proven track record success in doing business with international clients

Preferred Qualifications

• Broad understanding of the energy & commodity industry including understanding the personas of front, mid and back office functions, as well as analysts is preferred
• Demonstrated aptitude for problem-solving and critical thinking
• Desire and flexibility to learn, grow and excel in an ever-changing environment
• Very strong planning and organizational skills, able to prioritize and execute successfully with discipline
• Commitment to drive innovation and change management
• Competent with systems (SalesForce, MS Office) and familiarity on the Diagnostic Sales Methodology
• Excellent communication and presentation (verbal/ written) skills
• Strong personal integrity, excellent interpersonal skills and work ethics
• Entrepreneurial mindset with strong analytical capabilities; demonstrates drive, initiative, energy and sense of urgency
• Evidence of ability to motivate teams and collaborate across internal stakeholders