Client Coverage Associate Sales Director

S&P Global; London; On-site; USD 60,000 - 120,000; Full time

Job description

About the Role:

Grade Level (for internal use):

12

Associate Director, Client Coverage

The Team:

The UK Client Coverage team is focused on driving the development, implementation, and management of strategies for driving revenue growth across the region. The team cultivates and manages revenue-generating relationships, aligning sales strategy with that of S&P DJI’s most strategic client base.

The Impact:

As an Associate Director, you are a proven professional operator with deep knowledge of Index benchmarks and dynamic opportunities within the UK marketplace.

You will be responsible for driving sales of a suite of S&P DJI’s products with a strong focus on ESG, Climate, Equity & Fixed Income indices. You will work closely with all parts of the S&P DJI organization, including Client Coverage, Channel, Product, Research, Client Services, etc. You will be an ambassador for S&P DJI and help cultivate a high-performance culture of client-centrism, disciplined execution, collaboration, innovation, and integrity.

Responsibilities:

• Drive client retention, account planning, sales strategy (especially ESG and Climate) within the UK region
• Cultivate and manage revenue generating relationships among clients of SPDJI within covered region – maintain relationships with asset managers, ETF issuers, market data consumers and redistributors, insurance companies, proprietary trading firms, exchanges, asset owners, consultants, investment banks and other market participants
• Act as player/coach in pitching new index concepts, negotiating contracts, and selling consultatively
• Interact regularly with clients, prospective clients, and partners at all levels within those organizations
• Ensure proper monitoring of usage of S&P DJI’s intellectual property, marks and data among assigned clients
• Understand evolving landscape of index and related product usage, lead and direct forensic reviews to ensure compliance with licensed terms, etc.
• Identify new licensing opportunities; pro-actively and consultatively sell index IP, data, and solutions
• Collaborate with internal stakeholders to develop new index concepts to meet client needs
• Manage contract negotiation and execution; develop usage rights and appropriate commercial terms
• Collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to the company and our clients

Qualifications:

• 5+ years of successful track record in a relationship management and/or revenue generation role, with sales experience covering the UK client base and a focus on ESG and/or Climate
• Bachelor’s degree required; MBA degree preferred
• In-depth industry knowledge about most impactful trends and future direction of the core index, asset, wealth, and capital market industries
• Results driven operator – owns partnerships as key enablers to deliver business objectives
• Ability to drive growth through proven marketing and sales results
• Ability to stay on top of evolving market trends with desire to continually learn and add new technical and selling skills
• Strong presentation, strategic thinking, interpersonal, negotiation and closing skills
• Outstanding executive presence

Critical Experiences:

• Client coverage/ relationship management experience with established history of revenue generation in the UK region
• Experience with contracts, commercials, and fee proposals
• Experience in driving sales revenue of ESG/Climate related products across Financial Institutions.
• Experience engaging with a range of players across organization from Sales to Product Managers, etc.
• Proven ability to work efficiently in a collaborative selling environment while maximizing resources available to achieve success
• Demonstrated ability to influence and effectively connect stakeholders at all levels across a highly matrixed organization

About S&P Global Dow Jones Indices:

At S&P Dow Jones Indices, we provide iconic and innovative index solutions backed by unparalleled expertise across the asset-class spectrum. By bringing transparency to the global capital markets, we empower investors everywhere to make decisions with conviction. We’re the largest global resource for index-based concepts, data and research, and home to iconic financial market indicators, such as the S&P 500 and the Dow Jones Industrial Average. More assets are invested in products based upon our indices than any other index provider in the world. With over USD 7.4 trillion in passively managed assets linked to our indices and over USD 11.3 trillion benchmarked to our indices, our solutions are widely considered indispensable in tracking market performance, evaluating portfolios and developing investment strategies.

S&P Dow Jones Indices is a division of S&P Global (NYSE: SPGI). S&P Global is the world’s foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the world’s leading organizations navigate the economic landscape so they can plan for tomorrow, today. For more information, visit www.spglobal.com/spdji.