Tricia Siow
Senior Commercial Leader/ Energy & Commodities
Singapore
Summary
20 years of sales and business experience with a proven track record of exceeding sales targets and managing high-performing teams. Hands-on manager with in-depth knowledge of the international energy and commodities markets. Strategic, Creative, Driven, Competent, and Decisive with deep Interpersonal skills to engage customers at all levels of the hierarchy
Overview
20
20
years of professional experience
3
3
years of post-secondary education
Work History
Senior Commercial Director, Greater China Region
S&P Global Commodities Insights
01.2018 - Current
- Responsible for all business development and sales functions (Growing existing business of ~ US$28M), including the customers’ overseas satellite offices and subsidiaries globally.
- Personally hired and groomed 7 diverse individual contributors (Singaporeans and native Chinese) who are responsible for annual net new sales of $4mil USD while expanding our presence into white spaces and expanding key client relationships.
- Engages with Channel partners to develop and execute go-to-market strategies to be implemented by sales teams.
- Grew year-on-year ACV by 20% by structuring and closing highly complex multiple year contracts with market movers, capturing both market and wallet share in ancillary markets while unlocking millions in potential revenue.
- Designed, owned and lead cross functional teams of internal stakeholders (Client Development, Benchmark advocacy, Specialists) towards the company’s go-to-market strategy for Greater China Region.
- Developed accountable and repeatable sales processes to our new commercial model, ensuring continuous improvement to drive sales performance.
- Act as critical link between clients and management to ensure Voice of Customer 'VOC' has been considered and implemented in current and future product roadmap and big bets.
Commercial Director, Strategic Accounts, APAC
S&P Global Platts
01.2017 - 12.2017
- Hybrid role of individual contributor and people manager
- Provided extensive leadership by effectively communicating strategic goals and plans as the concept of strategic accounts was new to APAC at that point
Directed contract strategies, requests for proposals and key performance indicators to measure and track process and attain customer commitments as most of team members were very new to the business - Personally achieved 93% of the team’s $5.5mil net sales as a Individual contributor while hiring, training and building a new team of 5 from scratch
- Managed key clients in ASEAN (PTT Public Company), Greater China (Sinopec, CNPC, CNOOC), North Asia (SK Trading, KNOC, Kogas, GS Caltex, S-Oil and Hyundai) and Metals Majors (BHP, Rio Tinto, South32)
Commercial Manager, Strategic Accounts, APAC
S&P Global Platts
Singapore
01.2014 - 12.2016
- Responsible for end-to-end sales process of strategic clients within APAC.
- Led and coordinated with cross functional teammates towards serving these clients.
- Was awarded company’s highest performance rating of “Breakthrough Achievement” for twice in a row
- Consistently overachieved sales targets by driving multimillion enterprise level deals for APAC key clients through strategic account management, innovative structuring of deals and sound negotiating skills.
- Built and expanded relationships by delivering customer insights to drive sales, repeat business opportunities and achieved more than 300% of target in 2014, 2015 and 2016
Client Development Manager, Strategic Accounts
S&P Global Platts
07.2011 - 12.2013
- Trusted advisor and custodian of Platts most influential clients
- Devising overall sales strategy and account plans for these clients including Global Majors eg: BP, Glencore
- Delighting and building mindshare with these clients by leveraging on internal resources to deliver customized value-added plans,
- Empower existing/new product development by garnering actionable feedback, and
- Protecting and growing existing business by offering a creative mix of cross-commodities services
Business Development Manager, APAC
S&P Global Platts
01.2006 - 06.2011
- Responsible for new business development and revenue generation in designated sales territories in South Asia (Indian Oil, Reliance, Essar Oil, GAIL, Pakistan State Oil, PARCO, NRL), Singapore (China Aviation Oil, BNP Paribas), Taiwan (Formosa and CPC, Taiwan), and ASEAN (Petro Vietnam, Petrolimex, PTT)
- Consistently overachieved sales targets upwards of 150% yearly from 2006 to 2011
Account Manager
CCH Asia Private Limited
08.2002 - 01.2006
- Subscription, seminars and software sales, Responsible for 25% of the company’s sales target for Asia
- Consistently overachieved sales targets every year (i.e
- 122% in Yr’02, 105% in Yr’03, 133% in Yr’04, and 125% in Yr’05)
Education
Bachelor of Business Administration With Merit - Marketing Major
National University of Singapore
Singapore 07.1999 - 05.2002
Skills
Laser sharp commercial acumen
Commodities/Energy Market knowledge
Diversity, Inclusion and Servant Leadership
Trusted advisor to senior management for new product development/ go-to-market strategy
Accomplishments
- Handpicked to be among the top 15 globally to represent APAC for S&P Global’s highly prestigious Global Commercial Leadership Programme in New York
- Awarded the S&P Global Platts Divisional Recognition Award in July 2020 for cross functional achievement in Platts-Kensho MOC launch.
- Represented the company’s APAC commercial arm in the S&P prestigious Global Cross Divisional Talent Development Programme to build networks and alliances across the various divisions in S&P Global China.
- Awarded ‘Best Sales Team in Asia Pacific’ in 2006 and 2007.
- Awarded “President Club” in year 2009 for overall sales leadership performance.
- Represented the company’s APAC commercial arm in its Overseas Sales Rotation Programme for Top Performers to its Europe and Middle East offices in 2010 and the Americas in 2013.
- Awarded ‘CCH Best Rookie of the Year’ for outstanding sales performance in Asia in 2002.
Additional Information
- Member of the Woman in Mining and Resource (WINMAR)- Volunteer as a Mentor from May-October 2016
- S&P Global – Internal mentor program – 10months Volunteer as a Mentor from March 2017 - Jan 2018
- Partnership with Halogen and Linkedin Career coaching for underprivileged tertiary students in 2021 and 2022
Timeline
Senior Commercial Director, Greater China Region
S&P Global Commodities Insights
01.2018 - Current
Commercial Director, Strategic Accounts, APAC
S&P Global Platts
01.2017 - 12.2017
Commercial Manager, Strategic Accounts, APAC
S&P Global Platts
01.2014 - 12.2016
Client Development Manager, Strategic Accounts
S&P Global Platts
07.2011 - 12.2013
Business Development Manager, APAC
S&P Global Platts
01.2006 - 06.2011
Account Manager
CCH Asia Private Limited
08.2002 - 01.2006
Bachelor of Business Administration With Merit - Marketing Major
National University of Singapore
07.1999 - 05.2002