Responsibilities
You will successfully develop and execute a business plan for Bank and Asset Management clients in your territory to:
- Strategically manage, grow, and expand our footprint, revenue, and profitability
- Identify S&P DJI index usage 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
- Meet and exceed individual sales targets and team milestones and KPIs and generate incremental revenue from assigned territory, accounts, and client segments.
- Develop and cultivate the S&P DJI commercial footprint with existing client relationships and prospect / convert for new licensees by identifying key decision makers and influencers with target prospects utilizing SPDJI stakeholders including colleagues from research & design, product management and other teams
- Identify new licensing opportunities to monetize S&P DJI intellectual property (IP) for investment product usage by Banks, Asset Managers, Proprietary traders, ETF issuers, etc.
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. A specific need we have in this market is for this role to increase revenue on “per trade” agreements with banks replacing old “blanket” agreements.
- Identify, evaluate and prosecute unlicensed IP / data usage among investment product issuers, market data (re)distributors and other market participants
- Evaluate assorted client requests for use of indices and marks then prescribe appropriate commercial terms predicated on specific use case, competitive positioning, and assurance of IP protection; able to focus on old contracts and to influence movement of contracted pricing to current rates.
- 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
- Form and lead teams of colleagues who are specialists, leveraging your expertise and knowledge to provide insights to clients and better serve and support their needs
- Travel frequently to meet with clients and attend industry events throughout Canada.
Regional business leader for the North American Commercial Group
- Work with exchange and capital markets leaders in SPDJI to understand and serve the needs of the TMX.
- 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 ESG, Multi-Asset, and Factors and Thematics to increase our meetings, deep discussions, and contract wins
- Evaluate our strengths and weaknesses in core equity and fixed income licensing and seek to expand our revenues from Canadian firms at a 5-10% rate year over year
What We’re Looking For:
- Proven industry experience in Canadian financial services and investment management which has provided a firm understanding of how indices are licensed and used by asset managers, asset owners, and other institutions in Canada
- Established relationships and demonstrated trust with asset management firms, investment banks, hedge funds, proprietary trading firms and other market participants
- Able to balance strong ownership of our business objectives with humility for who is contributing and how credit is shared among a complex and high functioning team of commercial and product team members.
- Fluency in Proprietary trading, ETFs, mutual funds, SMAs, collective trusts, etc.
- Experience in long cycle and abstract / conceptual sales, complex contract negotiation & intellectual property sales
- Easily able to navigate difficult conversations such as resolving accounts receivable and other billing issues in close partnership with our finance team while maintaining a professional and positive overall relationship with the client firm
- Knowledge of the investment / trading / hedging process, decision making protocol, roles played by and relationships with various intermediaries (i-banks, asset managers, custodians), etc.
- Fluency and experience in key investment trends including indexing, volatility, factor investing, ESG, multi-asset class solutions and related themes
- First class communication skills – written, verbal, presenting and public speaking with a personable attitude required to get things done within a matrix structure
- Team player able to bring together all S&P Dow Jones resources in Product Management, Marketing, Channel, and Specialist Sales team to address client problems and opportunities
- Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results
- Bachelor’s degree required; CFA or certification holders preferable
- At least 10 years of successful track record in a revenue generation role
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