The Impact:
As a Director of Client Coverage, you will help drive the development, implementation, and management of strategies for driving revenue growth across the UK & Germanic regions. You will cultivate and manage revenue-generating relationships within your region of scope, aligning sales strategy with that of S&P DJI’s most strategic client base. You are a proven professional operator with deep knowledge of Index benchmarks and dynamic opportunities within the UK & Germanic marketplace.
You will be responsible for driving sales of a suite of S&P DJI’s products with a strong focus on ESG and Climate. 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 & Germanic region
- Cultivate and manage revenue generating relationships among clients of SPDJI within covered region – maintain relationships with investment banks, fund managers, ETF issuers, market data consumers and redistributors, insurance companies, proprietary trading firms, exchanges, asset owners, consultants, 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:
- Strong and successful track record in a relationship management and/or revenue generation role, with sales experience covering UK & Germanic region 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
- Fluency in English and German
Critical Experiences
- Client coverage/ relationship management experience with established history of revenue generation in the UK & Germanic regions
- Experience with contracts, commercials, and fee proposals
- Experience working in a cross-asset derivatives and or structured product sales & trading environment at a top tier Investment Bank
- Deep knowledge of structured products creation and distribution in Europe
- 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
Source: for more information click here.
