Client Development Manager Required in Dubai - Dubai

Client Development Manager Required in Dubai
Grade: 12 (for internal purposes only)

The Role: The Client Development Manager is a position which is able to leverage knowledge of crude, refined products and shipping industries to enhance relationships with Clients and help them realize bottom line benefits from the use of Platt’s products. Due to the breadth of knowledge the CDM brings to the relationship they are seen by the Client as the guardian of the strategic Client relationship, orchestrating the deployment of corporate-wide resources to provide value to Platts' Strategic Accounts.

The Impact: The Client Development Manager is responsible for the development and maintenance of long-term relationships with defined Client base to ensure a high level of Client satisfaction and influence the broader adoption of existing and new services as well as the retention of existing business. As the Client advocate, he/ she must also provide actionable Client feedback that will enhance Platt’s products and service to earn client business.

Responsibilities

Managing Account Relationships and SLA’s
Responsible for managing Platts’ key relationships Platts’ most strategically important clients
Main point of contact on account, taking responsibility for the experience the Client 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 Clients 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 Client 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 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 Strategic Accounts
Lead Generation - Driving Increased Usage and Adoption of New Services
Plays an instrumental role in the initial sales cycle by researching Client 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 Client organization to understand their needs and based on their industry knowledge, 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 Client contacts throughout the Client organization who would be involved in product discussions or testing
Responds to incremental sales and incoming orders, which are processed via the sales administrator
Retention
Close collaboration with the Commercial Managers
Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from Platts services
Ensures client derives value from enterprise-wide licenses to maintain loyalty by working closely with the Commercial Managers, Analytics Sales Specialists, Business Performance Managers, Client Service Managers and other functions, to drive increased usage and broad adoption
Reporting
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 Account Plan and participates in plan implementation
Work across regional boundaries with other CDMs to ensure the Client account plan is developed and executed consistently and effectively
Provides status risk and opportunity, product development needs
Updates CRM
Monthly activity reporting
Qualifications
Proven experience of managing major or complex accounts, preferably in commodity or financial information provider role
Broad understanding/ communication skills of the oil industry including understanding the personas of front, mid and back office functions, as well as analysts
Previous use of Platts products is preferred
Previous use of Reuters, Bloomberg, GlobalView, DTN or other real-time services is preferred
Excellent communication and presentation (verbal/ written) skills, 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 Client 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 to lead sales such as PRG
About S&P Global Platts

At S&P Global Platts, we provide the insights; you make better informed trading and business decisions with conviction. 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

To all recruitment agencies: S&P Global does not accept unsolicited agency resumes. Please do not forward such resumes to any S&P Global employee, office location or website. S&P Global will not be responsible for any fees related such resumes.

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