Senior Director - Client Coverage, Sales

About the Role: Grade Level (for internal use): 14 Job Description: The European Client Coverage team, part of the European Commercial Group, is dedicated to the sales and licensing of intellectual property and index data licenses for S&P Dow Jones Indices. Our mission includes building and nurturing strong client relationships, prospecting new index customers, and expanding S&P DJI's commercial footprint within designated territories. We maintain partnerships with investment banks, asset managers, market data consumers, insurance companies, proprietary trading firms, exchanges, and other key market participants who rely on our renowned indices, research, and insights. We are seeking a Senior Director to lead the Client Coverage team for the France and BENELUX region, focusing primarily on banking, asset management, and asset owner clients. This leader will collaborate with the European leadership group to develop strategies that enhance opportunities in ESG/Climate, Factor & Thematic, Multi-Asset, and Fixed Income sectors, while also increasing our regional presence and client wallet share. Reporting to the European Head, the Senior Director will manage a team of three client coverage representatives. You will engage closely with various SPDJI departments, including Client Coverage, Inside Sales, Product Management, Research, and Legal. As an ambassador for SPDJI, you will foster a high-performance culture centered on client focus, collaboration, innovation, and integrity. This role offers an exciting opportunity to influence the team to leverage insights from internal partners, including Sustainable1 and Market Intelligence. You will help align organizational goals with client needs, translating these into opportunities for our experts to enhance credibility, identify gaps, and recommend solutions that drive revenue. You will plan and execute strategies with product management and sales specialists to position S&P DJI as a leader in Equity, Thematics, ESG/Climate, Fixed Income, and Multi-Asset products. Achieving annual sales targets and team KPIs will be essential, as will adapting the global strategy to your region and contributing initiatives to shape our commercial priorities. Anticipating trends and identifying solutions for commercial growth will be key to your success. Responsibilities: Lead and inspire your group.Define the commercial strategy for the region, taking into account our Global commercial Strategy, and successfully relay it to management and the team.Set up and achieve annual team sales targets, team milestones, and KPIs which challenge and inspire our people and which are aligned to our global commercial goals.Key Performance Indicators (KPI) include: Achievement of sales targets for new business, with a focus on strategic segments.Successful organization of regional events.Number of new clients onboarded.Frequency of meaningful client interactions.Effective account mapping and expansion within existing accounts.Maintenance of CRM hygiene, including meeting reports and opportunity management.Influence the industries you cover to believe that indexing works.Meet frequently with prospects 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 the team is 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 France and Benelux market.Motivate and inspire colleagues to drive strategic revenue and new business growth.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.Directly manage Key Strategic Accounts: Grow our Equity, Fixed Income and multi-asset market share and influence the adoption of S&P solutions and indices across key stakeholders, including Banks, Asset Owners, Asset Managers, Consultants, and Industry Organizations.Manage and expand the S&P DJI commercial footprint with existing client relationships and prospect/convert for new licensees; identify key decision makers and influencers with target prospects.Acting as the Global Relationship Manager for select accounts at S&P Global (not S&P DJI only), ensuring effective collaboration across divisions while prioritizing an exceptional client experience.Implement a comprehensive sales strategy to systematically drive increased revenue growth.Key Focus to grow S&P DJI market share with regards to ESG and Climate Indices; create awareness and increase usage through outreach to both new and existing clients.Consultatively sell index data and solutions; collaborate with internal stakeholders to develop new concepts to meet client needs.Manage 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 the company and our clients.Improve awareness of our brand and product offering, broadening client contact points with SPDJI stakeholders including colleagues from research & design, product management and other teams.Generate new contract documents, process sales orders and coordinate new deal process and invoicing with legal and finance teams.Service existing products/billing/client queries within assigned client base; use internal CRM systems to maintain pipelines/leads, the details of sales activities, meeting memos.Willingness to travel throughout Europe.Key Skills & Experience: Proven management skills and experienced leader in applying sales process knowledge, product knowledge, product design, and industry insight to increase sales and differentiate the brand.Results-oriented, demonstrating agility, accountability, commitment, grit, and customer focus.Extensive industry experience in investment product and market data sales, equity/index structuring and/or sales, institutional sales and/or wholesaling of investment products.Established relationships with asset management firms, investment banks, hedge funds, proprietary trading firms and other market participants.Strong understanding of the ESG market, including the influence of various ESG factors on investment decision-making processes.Fluent in OTC/securitized products, ETFs, mutual funds, SMAs, collective trusts, etc.Experience in long cycle and abstract/conceptual sales, complex contract negotiation and intellectual property sales.Knowledgeable about the investment/trading/hedging process, decision making protocol, roles played by, and relationships with various intermediaries (investment banks, asset managers, custodians), etc.Well-versed in key investment trends, including indexing, volatility, factor investing, ESG, and multi-asset class solutions.Excellent client communication skills in speech, writing, and public speaking; with a personable approach to collaboration in a complex structure.Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results.Bachelor’s degree, CFA, or relevant certification are considered favorably.Languages required: Fluent is English and French. Additional languages are a plus.Over 10 years of proven success in revenue generation roles.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. 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. What’s In It For You?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. 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. Our Values: Integrity, Discovery, Partnership At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals. Benefits: We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global. Our benefits include: Health & Wellness: Health care coverage designed for the mind and body. Flexible Downtime: Generous time off helps keep you energized for your time on. Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills. Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs. Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families. Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference. For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries Diversity, Equity, and Inclusion at S&P Global: At S&P Global, we believe diversity fuels creative insights, equity unlocks opportunity, and inclusion drives growth and innovation – Powering Global Markets. Our commitment centers on our global workforce, ensuring that our people are empowered to bring their whole selves to work. It doesn’t stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all. ----------------------------------------------------------- Equal Opportunity Employer S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment. If you need an accommodation during the application process due to a disability, please send an email to: [email protected] and your request will be forwarded to the appropriate person. US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law. Pay Transparency Nondiscrimination Provision - https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf ----------------------------------------------------------- 10 - Officials or Managers (EEO-2 Job Categories-United States of America), SLSGRP102 - Senior Management (EEO Job Group) Job ID: 308445 Posted On: 2024-10-14 Location: Paris, France #J-18808-Ljbffr