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.
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
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
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,
Monthly activity reporting
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)
Global experience/cultural understanding
Graduate or professional training
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.
McGraw Hill Financial - 12 months ago
McGraw Hill Financial is a high-growth, high-margin benchmarks, content and analytics company serving the capital and commodity markets....