Associate Commercial Manager

About the Role:

Grade Level (for internal use): 09

You will be responsible for driving sustainability revenue growth by managing the full sales cycle, building strong customer relationships, and consistently achieving sales targets within your assigned territory/segment. This role sits within Sustainable1, part of S&P Global Energy Horizons. You will report to the Commercial Head for Continental Europe & Central Asia.

• Own and execute the full sales cycle: discovery, solution positioning, proposal, negotiation, and close. The proposals will cover both the renewal part and the new business sale component (upselling)
• Close collaboration with the Sustainable1 account directors and the Sustainable1 country sales specialists.
• Focus on key existing accounts in Continental Europe (encompassing both financial institutions and non‑financial corporates). Your primary responsibility will consist of engaging with existing users or departments in order to ensure customer satisfaction and upsell to these existing accounts.
• Build, maintain, and grow a healthy pipeline to consistently achieve quarterly or annual targets.
• Forecast accurately and maintain disciplined CRM hygiene (activities, pipeline stages, next steps, close dates).

• Set up weekly or monthly calls with key users, in close collaboration with the Sustainable1 Client Engagement team
• Identify customer needs and align solutions to business outcomes (value‑based selling).
• Lead customer meetings and presentations (virtual and in‑person), handling objections and driving decision‑making.
• Develop account plans and expand relationships with key stakeholders.

• Partner with both the account director and the country sales director on campaigns, events, and lead conversion improvement.
• Coordinate with Products, Services and other functions to ensure solution fit, smooth handover, and customer satisfaction.
• Provide market and competitor insights to inform pricing, packaging, and go‑to‑market initiatives.

• Maintain consistent activity levels (calls/emails/meetings) aligned to targets.
• Ensure compliance with company policies, data privacy requirements, and ethical sales practices.
• Continuously improve sales playbooks, messaging, and outreach sequences through feedback and experimentation.

• Upselling & pipeline generation: ability to source opportunities via outbound and inbound follow‑up (including salesforce cases).
• Discovery & qualification: structured approach to uncover needs, budget, authority, timelines, and success criteria.
• Consultative selling: can translate product capabilities into business value and ROI language. Ability to sell services, datasets and SaaS solutions.
• Negotiation & closing: confidently manages procurement, legal, pricing discussions, and close plans.
• Forecasting discipline & Transaction management: comfortable with data‑driven pipeline reviews and accurate reporting. Experience in transactional sales.

• Clear communication: strong written and verbal communication; can tailor messaging to executives and practitioners.
• Stakeholder management: builds trust across multiple functions and seniority levels, especially when dealing with a complex customer structure with numerous affiliates and functions.
• Presentation skills: delivers compelling demos/pitches and responds effectively to objections.
• Product knowledge
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  Deep knowledge of topics such as climate risk, ESG performance of suppliers, carbon emissions, agentic workflows or business involvement (ethical) screening.

• Ownership & accountability: takes responsibility for outcomes; follows through reliably.
• Time management: prioritizes high‑impact activities and manages a multi‑opportunity workload.
• Resilience: maintains performance through rejection, changing priorities, and long sales cycles.
• Coachability: seeks feedback and adapts quickly based on performance data and coaching.

• Proficiency with CRM tools (e.g., Salesforce), sales…