Definition Helps define the strategic direction of the S&P Ratings Commercial group; responsible for the commercial aspects of S&P Ratings across EMEA and coordination/direction of the sales team across the region. In addition to ensuring that short-term financial 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. Works closely with other departments to create and execute a commercial plan that will ensure that the business unit meets its financial objectives. Act as a leader as well as a manager within the sales group and within the business more broadly.
Manager / Individual Contributor? Manager. Will lead a team of approximately 40 associates.
Key Roles & Responsibilities*
Provide leadership, direction and focus to critical S&P accounts that the Sales group has responsibility for in terms of commercial issues that arise for their area of responsibility as well as quasi-commercial issues, including protecting the franchise against deals that may jeopardize the reputation of S&P.
Primary business interface with the external EMEA market participants.
Partner with the senior executive team across the EMEA Region and provides 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 that drives revenue from both new and existing clients and is a critical element in ensuring that the business unit meets it financial goals.
Revenue 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 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.
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.
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 required including coaching others to be managers
Ensuring that team members understand how their role fits into the bigger picture and how their actions influence the success of the organisation as a whole
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
Minimum and Preferred Education Undergraduate degree; Advanced degree preferred.
Minimum and Preferred Experience/Skills
Experience (5 years+) in managing a large sales team
Extensive experience (15 yrs +) in consultative selling
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 organisation
Strong influencing and interpersonal skills
Demonstrate superior management skills to effectively lead and manage the team
Internal Number: 5464854
About S&P Global
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