Director – Banking Fixed Income - Client Coverage, North America/UK

S&P Dow Jones Indices The Role: Director – Banking Fixed Income- Client Coverage, North America/UK Grade: <13> (relevant for internal applicants only) The Location: <55 Water St, NY 10041; Virtual US / Ropemaker London> The Team: The Client Coverage team is part of the Commercial Group and is responsible for sales and licensing of intellectual property and index data of S&P Dow Jones Indices. Additional responsibilities of a client coverage sales representative and leader include establishing and building strong relationships with clients, prospecting for new index customers and managing/expanding the commercial footprint of S&P Dow Jones Indices within their prescribed territory. S&P DJI maintains relationships with investment banks, asset managers, 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: This role is a senior fixed income salesperson for the client coverage team. The primary sales focus for this role is the global investment banks and fund administrators / custodians. This salesperson must work collaboratively with existing client coverage and sales specialist leaders focused on bank clients. They will also work collaboratively across the Commercial Group to help each team to develop strategies and tactics to increase fixed income licensing opportunities and revenue in asset management, asset owner, insurance, consulting, and wealth management. This will be done by leading in business initiatives which assess marketplace use and determine our best opportunities for the fixed income strengths and capabilities we have or can develop. This leadership action directly influences product priorities and go to market plans for the Commercial Group. You will report to the North American/Europe Commercial Group Leader and will work closely with all parts of the SPDJI organization, including Client Coverage, Sales specialist, Channel, Product Management, Research, Client Services, Legal, etc. You are an ambassador for SPDJI and cultivate a high-performance culture of client-centrism, disciplined execution, collaboration, innovation, and integrity. We believe that this is an exciting opportunity to be part of our organization. What’s in it for you: This is an important role in helping to lead through a time of transition. SPDJI has invested in new fixed income capabilities and transforming its commercial structure to take full advantage of those new capabilities and achieve aggressive revenue targets. Success in this role will be achieved through high levels of frequent collaboration between client coverage and other teams inside SPDJI and S&P Global. You will interact with senior leaders at tier one clients as well as with senior SPGI leaders globally. The North American and EMEA client coverage team operates with a high level of individual autonomy, and this is an opportunity to work in a creative, experienced, and solutions-oriented environment. Responsibilities: Commercial Strategy Develop and execute a scalable sales strategy informed by SPDJI commercial priorities to drive and meet annual sales and revenue targets. Grow our fixed income 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. Lead in sales engagements that will deepen relationships with key stakeholders through a consultative and sophisticated sales approach. Implement a comprehensive sales strategy to systematically drive increased revenue growth from fixed income data and IP licensing. Sales and Business Development Lead the Industry in Prioritized Index Solutions: Lead in the client coverage team as a practice leader in fixed income and fixed income ESG data and IP sales. Lead in managing client relationships with banks, while also acting as member of the global investment banking team generating demand and adoption of SPDJI indices. Inspire and educate clients with index developments and innovation, research and analytics. Partner with 3rd party industry groups in the promotion of S&P DJI and education of indices Build Strategic Partnerships: Become a strategic partner and trusted advisor to banking clients. Deeply understand the challenges that banks are facing and provide them with both standard and custom solutions to help them achieve successful outcomes. Collaboration: Influence team to leverage resources and unique insights from internal partners, including Sustainable1, Market Intelligence, Sales, Channel, Product, Research, Strategy, Client Experience, and Legal teams. Understand and assist in achieving the goals of other parts of the organization while building strong relationships help expedite delivery of strategic client solutions. Understand our client needs and translate those needs into opportunities for our product, market, and technical experts to build and maintain credibility with clients, identify gaps, and recommend solutions; and deliver on revenue-generating goals. Create Holistic Strategies: Help team go beyond product-driven conversations to deliver comprehensive strategies that SPDJI can provide as customization becomes increasingly important. Commercial Approach: Plan and execute with our product management and sales specialists’ teams to proactively position S&P DJI as an innovative leader in key business areas of Fixed Income and Fixed Income ESG, and Multi-Asset products with credit / treasury components. annual individual sales targets and team milestones and KPIs and generate incremental revenue from assigned territory, accounts, and client segments. As a senior salesperson in the team, you are expected to contribute ideas and initiatives to determine our commercial priorities. Anticipate trends and help team find solutions for commercial growth. You do this by Identifying S&P DJ index usage vs fixed income competition across revenue type (IP, data, custom, redistribution) and product type (Structured Products, ETF, Mutual Fund, SMA, Data, Custom Indices etc.) embedding S&P DJ indices in the investment decision process. You proactively review current book of business with an eye toward business strategy enhancements and developments in leveraging organization experience, client data and trends. Proactively share information and commercial insights across our Commercial Group, Product Management, Marketing, Index Investment Strategy and Sales. Refer externally managed index product leads to sales team while negotiating internally managed portfolios for maximum revenue. Multi-Disciplined Engagement: Build and foster meaningful relationships across the organization to better understand business priorities, challenges, and requirements, for example collaborate with Insurance group to understand bank use of multi-asset solutions for insurance carriers. Operational Rigor: Implement strategic, scalable, and transparent structure around commercial outreach, meetings, forecasting, pipeline management and reporting. Gather and analyze data to mitigate risks to firm and clients. Train and mentor members of the team in your areas of knowledge and expertise to ensure that we are ready as a team to meet our commercial objectives. Champion and continuously improve our salesforce use. 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. What We’re Looking For: The Commercial Group values collaboration, a desire to continually learn, the interpersonal skills to build strong relationships, and the ability to communicate complex financial concepts. It is crucial that you model these attributes. In addition, we are looking for: Comprehensive understanding of how indexing informs and works in banks and institutional portfolio management gained through experience. Expert in fixed income data and intellectual property licensing. Fluency in Structured Products, SMAs, Insurance Products hedged by banks and other bank trading and investment vehicles requiring index data and IP. Mastery of long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales Fluency and experience in key investment trends including indexing, volatility, risk control, quant strategies, ESG and sustainability, multi-asset class solutions and related themes. Strong communication, organization, presentation, and collaboration skills. Ability to build relationships with and influence senior executives and decisionmakers at asset owner and asset management firms. Advocate for the growth and development of the North American Commercial Group team members. Ability to derive commercial insights from market data, problem solving, and planning to drive solutions that will grow the market share of SPDJI versus both peer companies and investment managers. Ability to work with and influence both new and established teams to drive alignment of firm resources to client needs that make SPDJI the No. 1 index provider relationship for asset management and bank clients. Qualifications and Critical Experiences: Communication to establish consistent feedback and hold team accountable to achieve wins. Courage to inspire team to try new ideas and strive for continuous improvement. Never compromising on our principles and beliefs. Drive or grit,