Associate Commercial Manager

Our Mission

Advancing Essential Intelligence.

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 renewal and new business sale components (upselling).
• Collaborate closely with Sustainable1 account directors and country sales specialists.
• Focus on key existing accounts in Continental Europe, engaging with users or departments to ensure satisfaction and upsell.
• Build, maintain, and grow a healthy pipeline to consistently achieve quarterly or annual targets.
• Forecast accurately and maintain disciplined CRM hygiene.

• Set up weekly or monthly calls with key users, collaborating 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 account directors and country sales directors 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: source opportunities via outbound and inbound follow‑up.
• Discovery & qualification: structured approach to uncover needs, budget, authority, timelines and success criteria.
• Consultative selling: translate product capabilities into business value and ROI language.
• Negotiation & closing: manage procurement, legal, pricing discussions and close plans.
• Forecasting discipline & transaction management: conduct data‑driven pipeline reviews and accurate reporting.

• Clear communication: strong written and verbal communication; tailor messaging to executives and practitioners.
• Stakeholder management: build trust across multiple functions and seniority levels, especially with complex customer structures.
• Presentation skills: deliver compelling demos and respond effectively to objections.
• Product knowledge: deep knowledge of climate risk, ESG performance of suppliers, carbon emissions, agentic workflows and ethical screening.

• Ownership & accountability: take responsibility for outcomes and follow through reliably.
• Time management: prioritize high‑impact activities and manage a multi‑opportunity workload.
• Resilience: maintain performance through rejection, changing priorities and long sales cycles.
• Coachability: seek feedback and adapt quickly based on performance data and coaching.

• Proficiency with CRM tools (e.g., Salesforce), sales productivity tools (Linked In Sales Navigator, Zoom Info, Salesloft) and other tools (e.g., Smartsheet, AI).
• Comfort working in a target‑driven environment with structured KPIs.

• Experience:
  
  At least 2 years in sales, client services, customer success, account management or project management.
• Languages:
  
  English + another Continental European language (ideally Polish, Russian, Spanish, French, or German).

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