Director, Relationship Management

About the Role:

Grade Level (for internal use):

12

The Role: Relationship Manager

Relationship Manager (RM) is a senior level position who leverages knowledge of the commodity markets and energy industry to grow our bank of business in the region. RM's role is to develop relationships with our strategic clients who are key industry influencers, big energy conglomerates, financial institutions, ministries, and government agencies think tanks, policy makers etc.

The RM 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 S&P Global Energy’s (SPE) products. 

A good understanding of the client workflows and trusted relationships in place, the RM will be the guardian of this relationship, orchestrating the deployment of corporate-wide resources (including internal personnel who have specialized skill sets) to provide value to these key accounts. RM is accountable for enhancing our net promoter score and for channelizing the voice of the customer internally.

RM does not carry a direct target but to achieve the milestone needs to work closely with individual account managers to not only retain the current bank but also develop whitespace opportunities. This opening is for a RM role for our Japan territory and the RM will be based in our Tokyo office. As it will involve working with multiple clients in the industry and with multiple account managers, the RM will work closely with the Senior Commercial Director of the Region to map out a growth strategy for the region that includes a SWOT analysis and acquiring new logo opportunities.

As the customer advocate, RM must also provide actionable customer feedback that will enhance SPE’s products and service to earn client trust and business.

Responsibilities:

Managing Key Account Relationship and Service Level Agreement (SLA)

• Main point of contact/liaison - accountable for the experience the customer has with SPE,
• 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 SPE’s functions (sales, content, client services, products, commodity specialists and marketing) to achieve common goals for the client and for SPE,
• 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 SPE’s relationship with the Client.

Lead Generation - Driving Increased Usage and Adoption of New Services

• Plays an instrumental role in the 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,
• Contribute relevant input to product launch, SPE's forums, conferences and marketing plans,
• Seeks out cross and up selling opportunities
• Drives interest in trials and demonstrations, participating in their presentation and drive customer buy in for product discussions or testing,
• Responds to incremental sales and incoming orders, processed via the sales administrator

Retention

• Close collaboration with the sales managers and internal stakeholders,
• Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from SPE's 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.

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 SPE's services and usage levels,
• Contributes to account Plan and participates in plan implementation, 
• Works with RMs within the region to drive a uniform customer experience and across regional boundaries to ensure the customer account plan is developed and executed consistently and effectively,
• Provides status risk and opportunity, competition know how and product development needs,
• Updates salesforce,
• Monthly activity reporting.

Requirements:

• Degree with minimum 10 years of successful experience managing client relations within major or complex accounts, preferably in a trading, consulting, marketing and/or business development role,
• Good understanding of SPE's business and previous user of SPE's services is a bonus,
• Excellent business communication and presentation (verbal/ written) skills in Japanese and English,
• Is able to distill, summarize, interpret and communicate 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

About S&P Global Energy
At S&P Global Energy, our complete view of global energy and commodities markets enables our customers to make decisions with conviction and create long-term, sustainable value.

We’re a trusted connector that brings together thought leaders, market participants, governments, and regulators to co-create solutions that lead to progress. Vital to navigating Energy Transition, S&P Global Energy’s coverage includes oil and gas, power, chemicals, metals, agriculture and shipping.

S&P Global Energy is a division of S&P Global (NYSE: SPGI). S&P Global is the world’s foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the world’s leading organizations navigate the economic landscape so they can plan for tomorrow, today.

For more information, visit http://www.spglobal.com/commodity-insights.

About S&P Global Energy
At S&P Global Energy, our comprehensive view of global energy and commodities markets enables our customers to make superior decisions and create long-term, sustainable value. Our four core capabilities are: Platts for news and pricing; CERA for research and advisory; Horizons for energy expansion and sustainability solutions; and Events for industry collaboration.

S&P Global Energy is a division of S&P Global (NYSE: SPGI). S&P Global enables businesses, governments, and individuals with trusted data, expertise, and technology to make decisions with conviction. We are Advancing Essential Intelligence through world-leading benchmarks, data, and insights that customers need in order to plan confidently, act decisively, and thrive economically in a rapidly changing global landscape. Learn more at www.spglobal.com/energy.

What’s In It For You?

Our Mission:

Advancing Essential Intelligence.

Our People:

We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. Join us and help create the critical insights that truly make a difference.

Our Values:

Integrity, Discovery, Partnership

Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.

Benefits:

We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global.

Our benefits include: 

• Health & Wellness: Health care coverage designed for the mind and body.

• Flexible Downtime: Generous time off helps keep you energized for your time on.

• Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.

• Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.

• Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.

• Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.

For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries

Global Hiring and Opportunity at S&P Global:

At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets.

Recruitment Fraud Alert:

If you receive an email from a spglobalind.com domain or any other regionally based domains, it is a scam and should be reported to reportfraud@spglobal.com. S&P Global never requires any candidate to pay money for job applications, interviews, offer letters, “pre-employment training” or for equipment/delivery of equipment. Stay informed and protect yourself from recruitment fraud by reviewing our guidelines, fraudulent domains, and how to report suspicious activity here.

20 - Professional (EEO-2 Job Categories-United States of America), SLSGRP202.2 - Middle Professional Tier II (EEO Job Group)