Senior Sales Manager

The Role: Senior Sales Manager

The Location: Houston, TX

The Team: Conferences & Training drives our industry-leading capabilities in Conferences and Events, convening a topflight audience via a comprehensive suite of offerings. We engage, and connect clients, business leaders and industry experts in an environment of knowledge excellence to extend insights capture the moment and take critical conversations forward on key topics in the Energy and related arenas.

The team delivers approximately twenty global events per year, engaging industry at C-Suite and executive levels, showcasing our own Energy, Oil, Gas, Chemicals and Commodities experts across a wide range of markets and pricing dynamics. Our focus Energy Transition where we offer a unique sector- leading capability. Our industry Training enables companies to maintain strong human resource capabilities in a competitive and complex marketplace of technical and business expertise.

The Impact: The Senior Sales Manager is critical part of our growth trajectory in engaging existing and new clients, by building and executing a dynamic sales strategy across the portfolio to achieve ambitious revenue growth. Our Sales activity intersects with the S&P Global sales team for wider effect and offers clients a platform to access our extensive global reach.

Responsibilities:

• Generate conference sponsorship revenue through face to face and telephone selling.
• Actively seek out and follow through on new prospects from all relevant sources (trade journals, competitive events etc.) and actively source and develop new business areas relevant to the event.
• Improve retention and growth of the existing business through strategic account management.
• Develop robust sales strategies to counteract competitive events.
• Joint responsibility for all sectors of the event including sales planning, campaign management, forecasting, and achieving the sales target.
• Preparation of event specific sales plans and use market knowledge to input into the overall strategic direction of the conference.
• Maintain effective relationships with:
  • Internal sales team ensuring that they are fully briefed on conference details. Regularly monitor their revenue generation for your event and escalate any issues as appropriate.
  • Trade associations, either as a strategic partner and/or as a S&P Global customer.

• Build long term and sustainable relationships to maximize client retention.
• Fully understand the event model.
• Communicate across all disciplines (production, marketing, operations, finance) to ensure market intelligence is shared in order to maximize on potential opportunities.
• Accurately and efficiently manage the sales dashboard on salesforce.com and the sales pipeline.
• Maintain and update salesforce.com with relevant contacts, notes and market intelligence.
• Monitor and plan own [and team] sales activity using salesforce.com and regularly monitor the sales pipeline accordingly.
• Work with marketing to manage the entire sales promotion campaign ensuring targeted, timely and appropriate communications are sent out to the prospect base. Full management of campaigns and tracking of sales plan effectiveness.
• Work closely with the event team to develop targeted partners promotional campaigns according to the sales plan.
• Have a creative approach with a keen eye on revenue generation from event related and non-event related activities and participate in ad hoc business projects as required.
• Attend S&P Global events and competitor, industry and trade association events (both domestically and internationally) thereby obtaining industry and market intelligence, maintaining and creating new relationships, expanding the database and prospecting for new business.
• Write sales reports as required.
• Work with finance on debt collection pre and post show.
• Line management.

What We're Looking For: A target driven and enthusiastic sales professional who can demonstrate the following:

• 10 years strong sales experience in a relevant environment (conferences sponsorship, publishing, etc. but conferences/events would be preferable) with a track record in generating new business.
• Knowledge of Chemicals, Energy, Oil, Gas, and Commodities sectors preferred.
• Proven experience in consultative and value led selling, negotiating and objection handling, maximizing revenue from existing and new customers by demonstrating innovation and creativity in ideas.
• Proven experience in international sales and tailoring the selling style to reflect cultural etiquette.
• An ability to assimilate and practice key account management principles.
• An ability to build long-term, sustainable and profitable relationships with customers.
• Excellent interpersonal skills at all levels.
• Strong written and oral communication skills, including presentations and report writing.
• Empathy and understanding of other cultures within a commercial context.
• Experience in developing Sales Strategies.
• Ability to assess and explain the long-term impact of new practices by undertaking a high level of analysis to assess risk.
• Keen eye for development of additional revenue opportunities outside of pure stand sales.

Management:

• Experience of line management
• Ability to identify and plan training and development activities for people in own function
• Support selection of new team members
• Experience in interviewing and selection of new staff members

This role is limited to persons with indefinite right to work in the United States.

Return to Work

Have you taken time out for caring responsibilities and are now looking to return to work? As part of our Return to Work initiative, we are encouraging enthusiastic and talented returners to apply, and will actively support your return to the workplace.

Grade/Level (relevant for internal applicants only): 12

About Company Statement:

S&P Global delivers essential intelligence that powers decision making. We provide the world's leading organizations with the right data, connected technologies and expertise they need to move ahead. As part of our team, you'll help solve complex challenges that equip businesses, governments and individuals with the knowledge to adapt to a changing economic landscape.

S&P Global Commodity Insights enables organizations to create long-term, sustainable value with data and insights for a complete view on the global energy and commodities markets.

Equal Opportunity Employer

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.

If you need an accommodation during the application process due to a disability, please send an email to: [email protected] and your request will be forwarded to the appropriate person.

US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.

40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)