Director Relationship Management Global Accounts

**Director Relationship Management Global Accounts**:

- Mexico City, Mexico
- Sales
- 313046

**Job Description**:
**About The Role**:
**Grade Level (for internal use)**:
12
** Director Relationship Management Global Accounts**

The Director of Relationship Management role, a senior-level position, leverages knowledge of the physical commodity markets to enhance relationships with customers and help them realize bottom-line benefits from the use of S&P Global Commodity Insights products. This particular position, ideally based in Mexico City, requires a deep understanding of Mexican business culture and politics as it will be supporting clientele in Mexico and the surrounding region. Due to the breadth of knowledge the RD brings to the relationship, they are seen by the customer as the guardians of the global relationship, orchestrating the deployment of corporate-wide resources to provide value to SPGCI's global accounts. The proactively-focused role is responsible for the development and maintenance of long
- term relationships with a defined customer base to ensure high-level customer satisfaction. They influence the broader adoption of existing and new services as well as the retention of existing business. As the customer advocate, they must also provide actionable customer feedback that will enhance SPGCI products and services to earn client business.

**Responsibilities**:
**Managing Account Relationship**
- Main point of contact on account, taking responsibility for the experience the customer has with SPGCI
- 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 stakeholders
- 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, understand their issues, uncover unrecognized problems, provide solutions to them
- Coordinates 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 sales and other functions to achieve common goals for the client and for SPGCI
- 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 SPGCI and Global Accounts
- Organize C-Suite level engagements

**Lead Generation - Driving Increased Adoption of New Services**
- Plays an instrumental role in the initial sales cycle and growth of the account by researching customer business, identifying and qualifying leads, involving sales to negotiate and close opportunities
- Promotes services and identifies new product development needs by working across functions within the customer 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 product demonstrations throughout the customer organization.
- Responds to incremental sales and incoming orders, which are processed via the sales administrator or client services

**Retention**
- Close collaboration with the Commercial Directors
- Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from SPGCI services
- Ensures client derives value from enterprise-wide licenses to maintain loyalty by working closely with the Commercial Directors, Relationship Directors from all regions, Specialists, Customer Success Managers and other functions, to drive 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 SPGCI services.
- Constructs client value story and reports back voice of customer
- Contributes to Account Plan and participates in plan implementation.
- Work across regional boundaries with other Relationship Directors to ensure the customer account plan is developed and executed consistently and effectively.
- Provides status risk and opportunity, product development needs
- Updates Salesforce with client activity
- Keeps all team members in the loop on all client interactions for each account

**What We’re Looking For**:

- Bachelor's degree
- Experience in commodity industry and understanding of price reporting agencies is a plus
- Senior-level commercial experience
- Ability to work with complex clients and product suites with a solution-selling-based approach
- Exceptional inter-personal, communication-based and organizational skills
- A deep understanding of the cultures within the markets this position will support.
- Spanish F