Client Development Manager - Platts
McGraw Hill Financial - Houston, TX

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25956

Description

The Client Development Manager is the guardian of the strategic customer relationship, orchestrating the deployment of corporate-wide resources to provide value to Platts' Strategic Accounts. He/ She is responsible for the development and maintenance of long-term relationships with defined customer base to ensure a high level of customer satisfaction and influence the adoption of existing and new services as well as the retention of existing business.

Responsibilities:
Managing Account Relationship and SLA

Main point of contact on account, taking responsibility for the experience the 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

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 customer business, identifying and qualifying leads, involving sales to negotiate and close opportunities

Promotes non benchmark services and identifies new product development needs

Seeks out cross and up selling opportunities

Drives interest in trials and demonstrations, participating in their presentation

Responds to incremental sales and incoming orders, which are processed via the sales administrator

Retention

Close collaboration with sales

Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from Platts services

Ensures client derives value from enterprise licenses to maintain loyalty

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.

Provides status risk and opportunity, product development needs,

Updates CRM

Monthly activity reporting

Qualifications

Minimum 7 years successful account management experience, of which 5 in major or key account

Understanding of energy and commodity business

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 to lead sales such as SPIN.

Excellent communication and presentation skills, both written and verbal

Very strong planning and organization skills, able to prioritize

Competent with systems (Oracle, CRM, Word, Excel, PowerPoint)

Preferred:
Business/financial acumen

Global experience/cultural understanding

Languages

Graduate or professional training

Benefits

Regular full-time employees of The McGraw-Hill Companies routinely receive the following benefits:

Medical, Dental, Vision insurance, Flexible spending accounts with company contribution

401K with company matching, long-term and annual incentives, stock purchase program

Many work/life benefits such as low-cost emergency child- and elder-care, parental leave for birth or adoption, flexible work arrangements, volunteer opportunities, employee assistance programs, tuition reimbursement, employee discounts, and much more

About the Company

The future of energy is in your hands. At Platts, the world's leading energy information provider, traders, risk managers, analysts, and industry leaders will depend on you to help them make better trading and investment decisions in the all-important energy markets. Our real-time news, pricing, analytical services and conferences help markets operate with transparency and efficiency. With more than 600 employees in 17 offices spanning five continents, you get the best of a small company and a Fortune 500 corporation at Platts. We have a highly diverse workforce, a global perspective, and a "business casual" culture. Platts is a division of The McGraw-Hill Companies.

The McGraw-Hill Companies (NYSE: MHP) is a Fortune500 corporation with over 20,000 global employees and over 10,000 U.S. employees. Around the world, McGraw-Hill provides people with the information and insights they need to adapt and grow in changing times. Our business spans the fields of financial services, education, and business information with leading brand names such as Standard & Poor's, McGraw-Hill Education, Platts, and J.D. Power & Associates. By working together with our customers and partners, these brands are laying the foundation for a smarter, better world.

The McGraw-Hill Companies is an equal opportunity employer. Only electronic job submissions will be considered for employment. For special accommodation due to disability, please email webmaster -at- mcgraw-hill.com and your request will be forwarded to the appropriate individual.

Schedule

Full-time

Primary Location

US-TX-Houston

Job Type

Sales/Business Development

Organization

Platts

Corporate Brand

Platts

McGraw Hill Financial - 12 months ago - save job - block
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McGraw Hill Financial is a high-growth, high-margin benchmarks, content and analytics company serving the capital and commodity markets....