The Role : The Senior Commercial Director, Global Majors Americas will be part of the Global Majors leadership team focused on business growth, retention, coaching and development of team members. This person will be leading a team of experienced sales and relationship managers ensuring Platts continues to promote our brand among the most influential Global customers based in the Americas. The Sr. Director will work closely with the team to develop an effective sales strategy and collaborate across functions to achieve objectives which include enhancing customer experience, attaining and exceeding net-sales targets and guiding and motivating the sales team to optimal performance.
The Location: Houston or New York
The Team : The team is composed of senior sales professionals. The business has a friendly, collaborative, and performance-driven atmosphere with an entrepreneurial spirit. We value teamwork. You must be a team player to be successful within our organization. As a Sr. Commercial Director, you will be part of the Global Majors Leadership team and supported by colleagues with diverse backgrounds and experience.
The Impact : You will develop a high-performance team driving recruitment, training, coaching, and team members development. This team will promote strong, long-lasting business relationships by partnering with a select group of Global Key Accounts and presenting solutions and products meeting their needs. You will raise the sales team's credibility and effectiveness by bringing to bear best practices in forecasting, activity management, and account planning. You will be able to lead from the front and directly impact the future growth of your account portfolio and overall business.
What's in it for you : When you work at Platts, the world's leading energy information provider, you get the best of a small company and a Fortune 500 corporation. With more than 1000 employees in more than 15 offices spanning five continents, Platts has a highly diverse workforce, a global perspective, and a "business casual" culture. As a subsidiary of S&P Global , Platts offers employees a competitive compensation program, a comprehensive benefits package, and a broad spectrum of professional development opportunities. As an employee of S&P Global Platts, you can be sure of joining a fast-paced, global business and playing a role in helping to bring transparency and efficiency to the world's energy markets.
Compensation/Benefits Information (US Applicants Only):
S&P Global states that the anticipated base salary range for this position is $100,100 to $279,200. Base salary ranges may vary by geographic location.
In addition to base compensation, this role is eligible for a sales commission plan.
Working within one of the world's foremost commodity data, news & analytics providers, you will manage a team of sales professionals to meet or exceed the assigned net-sales goals, customer experience metrics, and other objectives as may be defined in the compensation plan.
Develop and execute account-based sales strategy which should include discovering needs, diagnosing customer problems, presenting solutions, renewing subscription agreements, and closing new sales of Platts' products via face-to-face visits, phone calls, and virtually.
Work closely with Platts marketing teams and our third-party channel partners to support our major customers and develop growth opportunities.
Ensure the team maintains and improves customer satisfaction measured by Platts' Net Promoter Score (NPS) and positive anecdotal feedback from clients. Develop and implement customer retention and customer experience strategy to minimize downgrades' risks and maximize up-sell and cross-sell opportunities.
Ensure close collaboration with internal teams, including Product Management, Marketing, Content, and Technology, to maximize revenue growth and external channel partners to promote and grow our revenue.
Manage and drive the creation and assignment of sales goals, business retention goals, compensation plans, and travel expense budgets for team members in your group.
Establish best practices implementing our sales methodology and applying sound judgement and discipline when forecasting and planning.
Providing managerial direction, coaching, and the additional sales skills and tools the team will need to achieve set targets. Ensuring the team is kept well-informed of key trends, responding to client and market demands with relevant conversations, engagements, products and services.
What We're Looking For: We are looking for a high-performing Sales Director to help us meet our revenue growth targets by focusing on putting the customer at the center of everything we do, understanding customer needs and keeping our company competitive and innovative. The Sr Director will be a team player with an essential role in the Global Majors Commercial Leadership team, bringing experience, coaching ability, and drive to the table. Experience in and/or strong knowledge of the commodity, oil & gas, energy, power or related industries is preferred along with a proven sales record and ability to lead and motivate a team.
Multiple years' experience in sales roles with at least ten years managing sales into the energy, financial, or business-to-business markets, including P&L or similar financial responsibility. Must demonstrate achievement of exceeding company sales/financial goals in 80% of those years.
Strong consultative sales and negotiation skills experience, possess high integrity, and is proficient in all phases of the selling cycle from need creation, proposal preparation, negotiation to deal closure.
Bachelor's degree in business, commerce, or related subjects. MBA is a benefit.
Excellent written, verbal, and presentation skills and ability to articulate complex product information to sophisticated prospects and customers.
Strong personal integrity and a confident and positive manner.
Entrepreneurial mindset; demonstrates drive, initiative, energy, and sense of urgency.
Strong leadership, people management, team building, and cross-functional collaboration skills essential.
Proven strong leadership in managing multi-national global and/or strategic account teams, multi-cultural awareness and regional experience is preferred
Strong organizational and time management skills, coupled with the ability to embrace change.
Demonstrated forecasting and pipeline management capabilities in the CRM environment required.
Strong creative problem-solving skills and the ability to negotiate and resolve conflict.
Commodities and energy industry knowledge a plus.
Degree and/ or other business discipline/ training
Solid planning and organization skills, able to prioritize
Competent with systems (Salesforce/ Equivalent CRM, MS Tools,)
Travel required and ability to adjust to other time zones
At S&P Global Platts, we provide the insights; you make better informed trading and business decisions with confidence. We're the leading independent provider of information and benchmark prices for the commodities and energy markets. Customers in over 150 countries look to our expertise in news, pricing and analytics to deliver greater transparency and efficiency to markets. S&P Global Platts coverage includes oil and gas, power, petrochemicals, metals, agriculture and shipping.
S&P Global Platts is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence. For more information, visit www.platts.com.
S&P Global is an equal opportunity employer committed to making all employment decisions without regard to race/ethnicity, sex, pregnancy, gender identity or expression, color, creed, religion, national origin, age, disability, marital status (including domestic partnerships and civil unions), sexual orientation, military veteran status, unemployment status, or any other basis prohibited by federal, state or local 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.