Director – Sell Side Sales Leader - Client Coverage, North America

at  SP Global

WHAT’S IN IT FOR YOU:

Be a critically important business leader in an innovative and growing firm with a well-established brand and compelling intellectual property and data offering.
Key team player in determining and executing the North American business strategy for licensing indices and selling data to sell-side firms.
Build strong and lasting relationships with sell side industry leaders to understand their goals, share our insights, and collaborate on new product designs to ensure we remain a global market leader in indexing. Capture “voice of the customer and critical competitive information that directs and enables the design of the next generation of index solutions.
Own important revenue growth and new product adoption metrics for the sell side market in our largest global sales region. Ensure you develop an opportunity pipeline that supports our annual revenue growth target.
Encourage adoption of prioritized business growth strategies in investment banks such as multi-asset, factors, thematics, and sustainability.
Learn and develop advanced skills in multi-regional partnership development and intellectual property deal structuring and negotiation.

KEY SKILLS & EXPERIENCE:

Proven leader in applying sales process knowledge, product knowledge, product design, and industry input to increase and differentiate our index licensing and data sales.
Demonstrates results oriented behaviors and actions related to agility, accountability, commitment, grit, and customer focus.
Brings established relationships and demonstrated ability to lead sales engagements with banks.
Fluency in derivative and OTC trading, structured product design, insurance hedging, index data usage by banks and other investment products and structures based on indices.
Experienced and able to demonstrate success in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales
Knowledge of the product ecosystem, decision making protocol, roles played by those you face off with at banks so that you know who to influence and how to win to S&P DJI ideas and approaches.
Effective communication skills in conversational speech, writing, and public speaking; and a personable attitude required to get things done within a matrix structure.
Selfless team player just as willing to build a relationship or partnership for insurance as to win new business against your own goal.
Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results.
Bachelor’s degree required; MBA and CFA certification holders considered favorably
10 years experience in commercial roles in financial services demonstrating a strong will to win fueled by drive, integrity, and selflessness.
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): 13
S&P Dow Jones Indices
The Role: Director – Sell Side Sales Leader - Client Coverage, North America
The Group: The North American Commercial Group are teams of people who deliver a critical part of our business revenue from our regional commercial focus on sales, licensing, and support of the intellectual property and index data of S&P Dow Jones Indices. Our group of client coverage and channel management professionals establishes and builds strong relationships with clients, prospecting for new index customers and managing/expanding the commercial footprint of S&P Dow Jones Indices within our prescribed territory. S&P DJI maintains relationships with investment banks, asset managers, ETF issuers, market data consumers and redistributors, insurance companies, proprietary trading firms, security servicers, exchanges and other key market participants who rely upon our world-renowned indices, research, and commentary.
The Impact: As a director in sales, you lead our effort to license intellectual property and data to the global investment bank teams domiciled in the United States. This role is responsible for generating both annual new business revenue and for servicing the customers who are the fuel for our strategic growth. You help our clients solve problems by intimately knowing how they differentiate their offerings to their clients. You help them understand our capabilities and where to apply our solutions, and you direct them to our collaborative approach to the design of index solutions across asset classes. You are an entrepreneur seeking to proactively expand our market share in all their index-linked product areas, with a focus on bank derivative trading, structured product, hedging and risk management, and other products and services. You are most successful when you bring together the combined resources of product management, legal, sales specialists and marketing partners who augment your effort to address the full product lifecycle from pitch to negotiation to launch, with post-launch support that can help accelerate product growth. You and those working with you establish a close and collaborative partnership with our insurance sales team to provide innovative indexed annuity solutions capable of increasing our revenue and our margins

RESPONSIBILITIES:

Lead and inspire sales colleagues focused on investment banks
Determine and then achieve annual group and individual sales targets, team milestones, and KPIs which challenge and inspire our people and which are aligned to our global commercial goals.
Influence the industry you cover to believe that indexing works. Meet frequently with potential and existing clients to understand their goals and needs. Evaluate our customer facing professionals to communicate best practices, sustain excellence, or develop and train our people as necessary to continuously improve our ability to be customer-focused.
Ensure salespeople and inside sales team supporting us are trained and proficient on product and pricing priorities, effective product positioning, and knowledgeable of our competitive position in the different index segments which comprise the North American sell side market.
Manage and direct complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to our company and to our clients.
Foster attributes of collaboration and teamwork by creating opportunities for sales specialist and product management teams to meet their goals to establish S&P DJI across the index data and product ecosystem.
Lead by example in our corporate values of discovery, partnership, and integrity. Be a culture leader in our commercial group.
Develop, execute and continuously refine a business plan for index licensing and data sales in North America:
Strategically manage, grow, and expand our market share, our revenue, and our profitability across your client base.
Embed S&P DJI indices in the product design and launch process of investment banks and their quant teams.
Increase the number of our strategic partnerships and our market share with existing partnerships. Prospect for new licensees with focus and energy by identifying key decision makers and influencers and building relationships with them.
Protect existing market share and revenue from sell side customers by collaboratively developing plans to educate, support and service existing products.
Use CRM systems and other documentation artifacts such as go to market plans for products and client dossiers to expand our pipeline, show how we are tracking against goals and drive within our priorities to achieve a sufficient deal closure rate.
Show results and build common understanding in periodic briefings to finance and S&P DJI or SPGI leadership on AUM reporting, licensing activity and competitive landscape in the banking sector.
Work proactively and diligently with our billing and finance team to solve billing and accounts receivable issues. Negotiate settlements for long standing under-licensing situations.

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.