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JobDescription : The Role: Client Development Manager
The Location: Beijing
Introduction: Client Development Manager (CDM) is a senior level position who is able to leverage knowledge of the commodity industry to enhance relationships with some of our strategic customers that are key influencers. CDM will leverage his/her understanding of the Client's core business spanning upstream, midstream and downstream to help latter realize bottom line benefits from the use of Platts products. Due to the breadth of knowledge, the CDM brings to the relationship they will be the guardian of this relationship, orchestrating the deployment of corporate-wide resources to provide value to Platts' key accounts. CDM is responsible for the development and maintenance of long-term relationships with our defined customer base to ensure a high level of customer satisfaction. Whilst safeguarding the existing business, CDM should also identify and drive new business opportunities, influence the broader adoption of Platts' existing services thereby entrenching Platts brand further into the Client environment. As the customer advocate, CDM must also provide actionable customer feedback that will enhance Platts' products and service to earn client trust and business.
Current Team: You will be a part of a very culturally diverse and dynamic 7-member team that continues to expand. The team comprises of individuals who have been strong individual contributors and/or held senior managerial positions in their earlier roles. Team's background ranges from consulting, commodity trading, crude and product marketing, risk management and commodity analytics.
What Is In It For You: With a strong value and behavior system in place, you will be joining a team that is committed to doing what is right for the customer. 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 provider 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 with individuals who are domain experts thereby developing your own knowledge base and network.
Responsibilities: Managing Key Account Relationship and Service Level Agreement (SLA)
Main point of contact - accountable for the experience the strategic customer has with Platts,
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 various Platts' functions (sales, editorial, client services, marketing) to achieve common goals for the client and for Platts
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 Platts and the Client
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
CDM should leverage on their industry knowledge to 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
Responds to incremental sales and incoming orders, which are processed via the sales administrator
Close collaboration with the Sales Managers and internal stake-holders
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 Sales Managers, Client Services, Commodity Specialists, Marketing and Content team to drive increased usage and broader adoption
Communicates potential client and/or market shifts, changes or reactions, as well as client needs back to appropriate levels
Monitors and reports on use of Platts services and usage levels.
Contributes to developing the Account Plan strategy for key or strategic accounts and takes the lead in executing that strategy
Work across regional boundaries with other CDMs to ensure the customer account plan is developed and executed consistently and effectively.
Provides status risk and opportunity, product development needs
Updates CRM and proactively reports on monthly activities
Degree with minimum 10 years of successful experience managing client relations within major or complex accounts, preferably in a trading, consulting, marketing or information provider role,
Strong background in oil and/or LNG is preferred and knowledge of other commodities that Platts has business in - Petrochemicals, Coal, Metals and Agriculture is a bonus,
Previous use of Platts services would be a plus,
Previous use of Reuters, Bloomberg, GlobalView, DTN or other real-time services is preferred
Excellent communication and presentation (verbal/ written) skills in mandarin, adds value to the relationship by distilling, summarizing, interpreting and communicating information to facilitate its usefulness
Proven leadership in managing multi-national global and/or strategic accounts, multi-cultural awareness and regional experience is preferred
Superior customer relationship management skills, proven ability to develop multiple level of relationships within an account of a strategic nature
Competent at creating and identifying needs using consultative sales techniques is a must
Very strong planning and organizational skills, able to prioritize
Competent with systems (Oracle, Salesforce CRM, Word, Excel, PowerPoint)
Frequent travelling required around the region at least once or twice a month
Internal Number: 6188983
About S&P Global
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