Associate Director, Client Coverage (Sales)

at  SP Global

WHAT’S IN IT FOR YOU:

Be part of a goals-driven, innovative and growing firm with a well-established brand and compelling intellectual property and data. Your new business goals and the pace of our business will stretch you and foster your career growth and development.
Receive training in all of our systems, capabilities, and processes to enable your full success as a sales professional. Work with and learn from colleagues who are experts in sales activities, product management, channel management, and marketing.
Build strong and lasting relationships with asset management industry leaders while partnering with our product management and sales specialists teams to work with creative clients.
Own important revenue growth and new product adoption metrics for data sales and IP licensing opportunities in our largest global sales region.
Capture and communicate “voice of the customer and critical competitive information that directs and enables the design of the next generation of index solutions.
Learn new products and be at the cutting edge of product innovation in index based benchmarking and investments during a golden age of how indexing works
Win in Core / Beta, Factors and Thematics, Multi-Asset Indexing, and Sustainability.
Learn and develop advanced skills in partnership development and intellectual property deal structuring and negotiation.

KEY SKILLS, ATTRIBUTES, & EXPERIENCE:

Proven leader in applying product knowledge, product design, and industry input to increase and differentiate our index licensing.
Demonstrates results oriented behaviors and actions related to agility, accountability, commitment, grit, and customer focus
Successful in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales. Yet knows when and how to shift to a hands-on, proactive approach to achieving nearer-term revenue results
Delivers to sales goals with ability to establish and build relationships. 5-10 years experience in commercial roles in financial services demonstrating drive, grit, integrity, teamwork, and a strong will to win.
Team player able to bring together all S&P Dow Jones Indices’ resources in Product Management, Marketing, Channel, and Sales Specialist team to address client problems and opportunities. Specifically able to understand product ideas discussed with clients and bring in our PM and sales specialist experience to collaborate and design and then to educationally promote with marketing and channel teammates.
Fluency in ETFs, mutual funds, SMAs, UITs and collective trusts.
Student of key investment trends in asset management including indexing, volatility, factor investing, Sustainability and ESG, multi-asset class solutions, direct indexing and related investment themes where indexing works.
Effective communication skills in conversational speech, writing, and public speaking; and a personable attitude and persuasive approach required to get things done within a matrix structure.
Bachelor’s degree required; MBA, CFA or certification holders considered favorably
Flexible Working
We pride ourselves on our agility and diversity, and we welcome requests to work flexibly. For most roles, flexible hours and/or an element of remote working are usually possible. Please talk to us at interview about the type of arrangement that is best for you. We will always try to be adaptable wherever we can.
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 (link to career site page when available), we are encouraging enthusiastic and talented returners to apply, and will actively support your return to the workplace.

OUR PEOPLE:

We’re more than 35,000 strong worldwide—so we’re able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.
From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We’re constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.

ABOUT THE ROLE:

Grade Level (for internal use): 12
The Role: Associate Director, Client Coverage (Sales)
The Team: The North American Client Coverage team is a sales team responsible for licensing of index data and intellectual property for S&P Dow Jones Indices. Additional responsibilities include establishing and building strong relationships with clients, prospecting for new index customers and managing and expanding the commercial footprint of S&P Dow Jones Indices within their prescribed territory. S&P DJI maintains relationships with investment banks, asset managers, ETF issuers, market data consumers and redistributors, insurance companies, proprietary trading firms, exchanges and other key market participants who rely upon our world-renowned indices, research, and commentary.
The Impact: As a director in client coverage you are an experienced salesperson generating the revenue which is the fuel for our growth. You help clients solve problems by helping them understand and apply our data and benchmark solutions. You are also a leader and team player bringing S&P Dow Jones Indices resources to every opportunity to generate new business or sustain current business.

CRITICAL RESPONSIBILITIES:

Develop and execute a new business plan for clients in your territory to:
Become expert in knowing, describing, and differentiating our index data packages. Understand how to determine how clients prefer to access our data and uncover all ways they intend to use our data.
Contribute to team and global new business sales goals by prioritizing work and meeting or exceeding your annual individual sales targets. Understand and strive to achieve team milestones and KPIs.
Develop and increase the S&P DJI commercial footprint with existing client relationships and prospect/convert for new licensees by identifying key decision makers and influencing them to prefer S&P Dow Jones Indices. Actively contribute to team developed documentation such as go to market plans for products and client dossiers to expand our pipeline generate new opportunities and drive a high closure rate.
Identify and negotiate the license of new intellectual property (IP) opportunities for investment product usage by Asset Managers, Proprietary traders, Hedge funds, market makers, etc.
Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to protect our strong brand and deliver value to the company and our clients.
Identify, evaluate and prosecute unlicensed IP/data usage in your territory
Provide focused and excellent service to existing products/billing/client queries within assigned client base. Use our CRM system expertly and promptly to maintain opportunity pipelines, the details of meetings and other sales activities, and voice of the customer.
Work effectively and seek to share goals and success with colleagues who are specialists (fixed income, sustainability, models and direct indexing) to provide insights to clients and better serve and support their needs
Travel frequently to meet with clients and represent S&P Dow Jones at industry events throughout our region.
Periodically brief leadership on licensing activity and competitive landscape in asset management.
Develop the sales skills and the client facing experience of junior members of our team and our inside sales team.

OUR PURPOSE:

Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology–the right combination can unlock possibility and change the world.
Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress.