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Role: The Business Development Manager (BDM) is responsible for seeking and building high level relationships through driving net sales and growth for core, large and/or complex contracts and delivering customer value by building a sound enterprise strategy and solution.
Responsibilities: Consultative Sales and Negotiations
Meets and exceeds revenue quota through the management and execution of the sales process
Employs consultative sales techniques to manage renewals, generate new opportunities and drive growth
Increase sales of new and non-benchmark services to new and existing users, divisions and locations
Growth achieved with full attention to retention of existing business
Increased Customer Engagement
Establishes and maintains a good rapport with senior contacts across key divisions and regions
Conducts high-level customer-facing presentations and new product development discussions
Is able to maintain and grow further, Platts' relationship and engagement with the Ministries and their agencies of respective commodity verticals.
Lead and drive benchmark penetration of Platts commodities
Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from Platts services
Devise value-add plan for Clients with enterprise-wide licenses by working closely with the Client Services, Commodity Specialists, Marketing and Content team to drive increased usage and broader adoption
Strategy and Planning
Develops and regularly updates comprehensive customer-centric account sales strategy/ plan that is established in collaboration with customer and key stakeholders to ensure alignment with client needs and Platts' strategy
Leverages the knowledge built on clients and inputs from sourced from Client Development Managers, Director of Client Strategy and key stakeholders from other functions
Monthly activity reporting with feedback on client and market developments that impacts business
Provides accurate forecasting
Ensures all leads, opportunities, activities, contacts, customers' explicit needs, advances and buying cycle status are captured in a timely manner.
Degree with minimum 5 years of successful experience managing client relations within major or complex accounts, preferably in a commodity information provider or consulting role
Preferably with knowledge of the Oil industry and other commodities such as Petrochemicals, LNG and Metals with understanding of front, mid and back office functions, as well as analysts
A hunter cum farmer role that requires consultative sales and negotiation skills experience, possess high integrity and adept at all phases of the selling cycle from need creation, proposal preparation, negotiation to deal closure
Excellent communication (verbal, non-verbal & written) and presentation skills
Proven leadership in managing multi-national and/or strategic accounts, multi-cultural awareness and regional experience is preferred
Very strong planning and organizational skills, able to prioritize
Proven success in doing business in the specified region
Competent with systems (Oracle, SalesForce, Word, Excel, PowerPoint)