Sr Commercial Manager

OSTTRA•New York, NY

About The Position

The Senior Commercial Manager – New Business within S&P Global Energy is responsible for developing new client relationships and driving net sales growth across key markets and client segments in the Financial Services industry. The role focuses on identifying new business opportunities and increasing subscription revenue through new client relationships. The position manages the end-to-end sales process, using consultative sales and negotiation approaches to build a healthy pipeline, engage prospective customers, and meet or exceed revenue targets. The Senior Commercial Manager develops trusted relationships by understanding prospects’ business priorities and positioning relevant S&P Global Energy products and solutions to their needs. The role contributes to commercial strategy and territory or client-segment planning, using market and prospect insights to identify opportunities and drive results. It also includes accurate pipeline and ACV forecasting, activity reporting, and timely documentation of sales opportunities and prospect requirements in relevant CSM systems. Work travel of at least 25% is required.

Requirements

Typically, 5 or more years of relevant sales or commercial experience.
A history of achieving or exceeding sales targets.
Strong consultative selling and negotiation skills across the full sales cycle, from opportunity identification and needs development through proposal preparation, negotiation, and deal closure.
Strong prospect relationship management skills, focused on delivering value and developing long-term commercial partnerships.
Excellent verbal, written communication, and presentation skills, including the ability to interpret and clearly communicate complex information.
Demonstrated experience managing complex commercial or contract negotiations.
Strong planning and organizational skills, with the ability to prioritize and manage multiple opportunities simultaneously.
Ability to travel for work at least 25% of the time.
Comfort using CRM, sales, and productivity tools, including Salesforce, Microsoft Word, Excel, and PowerPoint.
Ability to collaborate effectively across functions, cultures, and geographies.

Nice To Haves

Experience in energy, commodities, financial information, data, analytics, or a related industry.
Demonstrated interest in and understanding of global energy and commodities markets.
Experience managing complex or multinational client or prospect relationships.

Responsibilities

Manage and execute the end-to-end sales process to meet and exceed revenue targets.
Use consultative sales techniques to develop referrals, generate new opportunities, follow up on leads, and maintain a healthy pipeline.
Identify and engage prospective customer groups, collaborating with Marketing, Product, and Sales Specialists to convert opportunities into sales.
Develop new customer relationships and identify opportunities to increase subscription value and expand the S&P Global Energy client base.
Build trusted relationships by understanding customers’ business priorities, challenges, and requirements.
Position relevant S&P Global Energy products, services, and solutions based on prospects’ needs.
Contribute to the development and execution of commercial strategy within the designated territory or client segment.
Review and update prospect-focused sales plans with stakeholders, aligning plans with prospect needs and S&P Global Energy strategy.
Use insights from prospect interactions and business collaboration to identify opportunities, enhance prospect value, and drive commercial results.
Monitor market developments, competitive activity, and changing prospect requirements to support account and territory planning.
Provide regular activity reporting, including relevant feedback on prospect and market developments.
Maintain accurate forecasts for pipeline performance and Annualized Contract Value (ACV).
Work with Commercial leadership and stakeholders to support a robust and consistent sales strategy.
Record sales opportunities, prospect interactions, pipeline activity, and new customer requirements accurately and promptly in relevant CSM systems.