Regional Head – North America Sales

Job Description Role: Reporting to the Chief Commercial Officer, this role helps define the strategic direction of the S&P Ratings Commercial group; responsible for the commercial aspects of S&P Ratings across the Americas and coordination/direction of the sales team across the region. In addition to ensuring that short-term financial and market share objectives are achieved, the role is also responsible for steering the medium and long-term direction of the group and ensuring that appropriate resources and skill sets are in place to enable the business to take advantage of future opportunities, including in ESG and Sustainable Finance. To be successful in this role, you will have significant experience of building, leading, and developing successful commercial sales teams, role modeling the key required behaviors with a strong collaboration and compliance mindset. Works closely with other departments to create and execute a commercial plan that will ensure that the business unit meets its financial objectives. Responsibilities: Act as a leader as well as a manager to the NA sales group, the CCO leadership team, and within the business more broadly Provide leadership, direction, and focus to critical S&P clients, including deepening client relationships and protecting the franchise against deals that may jeopardize the reputation of S&P. Primary business interface with the external Americas market participants, in particular issuers, rating advisors, and bankers. Partner with the senior executive team across the Americas Region and provide a commercial perspective on all aspects of the region’s operations. Demonstrate leadership characteristics that move the organization to achieve client satisfaction and business goals. Contribute to both the medium and long-term business goals/objectives of the global Sales group through active participation in the senior management group of the global Sales network. Direct responsibility for the regional commercial plan that drives revenue from both new and existing clients and new markets (including ESG and Sustainable Finance) and is a critical element in ensuring that the business unit meets it financial goals. Revenue and market share accountability across the region. Responsible for driving the fee strategy for the Region. Sets policies to provide quality, efficient, and standardized customer service across the organization. Develops strategies to improve key metrics such as revenue retention rates, market share, and client satisfaction scores. Forecasting medium and long-term view opportunities and translating into action steps so that Sales is prepared to achieve opportunities from an appropriate resource allocation, business model perspective. Ensure that adequate resources are available to capitalize on any new opportunities and that the skill set of the group is appropriate for future challenges. Develop and recommend global projects linked to strategy development involving initiatives that are critical to the group, including talent development & management, process improvements, IT infrastructure, etc. Influencing key stakeholders internally in order to resolve business issues and determine approach to business issues. Consult with and recommend resolutions to situations that arise between clients and S&P. Facilitate problem-solving across multiple groups to ensure best business solution is determined. Leadership: Demonstrated ability to lead and manage; to build upon the experience and success of the existing sales team by mentoring and further developing the group Strong people management and interpersonal skills Will lead a team of approximately 50 associates with senior direct reports Functional and Business Knowledge: Keeps abreast of industry and client events/issues relevant to client service issues. Has in-depth knowledge of the organization's products and services as well as in-depth business knowledge to appropriately manage client services. Senior coverage bank experience or private markets experience engaging with funds covering either corporates, financial services, and/or structured finance Problem-Solving: Leads others in identifying and resolving strategic and complex customer service problems. Comfortable dealing with ambiguity and able to influence and marshal resources to address business problems even where resources are outside of direct control. Interactions: Interacts both externally and internally with sales leadership to develop client support that addresses customer inquiries. Extensive coaching and mentoring will be required including coaching others to be managers Ensuring that team members understand how their role fits into the bigger picture and how their behaviors and actions influence the success of the organization as a whole Set the tone and act as a role model for the required sales behaviors including integrity, customer orientation, collaboration, and compliance. Typical Scope & Impact: Directly shapes operational and/or Client Services strategies and how they are accomplished. Has significant strategic regional and global responsibility. Responsible for the revenues within the region Responsible for new client acquisition across the region Requirements: 15+ years of extensive consultative selling experience 5+ years of managerial experience leading a large sales organization and a team of people leaders Thorough understanding of the capital markets and products Highly developed skills in budgeting, negotiation, project management, and administration skills Extensive experience working across functional lines including Sales, Product Development, and Product Management Strong communication skills both written and oral and the ability to connect with people at all levels in the organization Strong influencing and interpersonal skills Demonstrate superior management skills to effectively lead and manage a team Compensation/Benefits Information: S&P Global states that the anticipated base salary range for this position is $302,500 to $370,000. Base salary ranges may vary by geographic location. This role is eligible to receive S&P Global benefits. For more information on the benefits we provide to our employees, visit https://www.spgbenefitessentials.com/newhires About Company Statement: S&P Global delivers essential intelligence that powers decision-making. We provide the world’s leading organizations with the right data, connected technologies, and expertise they need to move ahead. As part of our team, you’ll help solve complex challenges that equip businesses, governments, and individuals with the knowledge to adapt to a changing economic landscape. S&P Global Ratings offers critical insights for credit, risk, and sustainable finance solutions that are essential to translating complexity into clarity, so market participants can uncover opportunities. ----------------------------------------------------------- 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. ----------------------------------------------------------- 102 - Senior Management (EEO Job Group) (inactive), 10 - Officials or Managers (EEO-2 Job Categories-United States of America), SLSGRP102 - Senior Management (EEO Job Group) Job ID: 281856 Posted On: 2023-02-17 Location: New York, New York, United States