Sales Team Leader-Financial Institutions, Infrastructure & Sustainable Finance (S&P Global Ratings)

  • Competitive
  • New York, NY, USA New York NY US
  • Permanent, Full time
  • S&P Global
  • 17 Jul 18 2018-07-17

Sales Team Leader-Financial Institutions, Infrastructure & Sustainable Finance (S&P Global Ratings)

JobDescription :

The Role:

Manage, mentor and coach the team of relationship managers responsible for maintaining and growing S&P's Financial Institutions, Infrastructure and Sustainable Finance revenue in a portfolio of existing named strategic accounts in a particular geographic region. Develop the business growth strategies for these sectors and accountable for achievement of group revenue goals as well as maximizing the efficiency and effectiveness of the team.

Key Responsibilities:

  • Create and develop strategic sales plan for the maintenance and growth of S&P Ratings Financial Services, Infrastructure and Sustainable Finance revenue within a portfolio of existing named strategic accounts in a particular geographic region based on opportunity assessments, market needs and management and finance goals
  • Direct responsibility for driving overall revenue from existing strategic clients. Instill and enforce planning, activity, pipeline development, process and reporting standards within the relationship team
  • Analyze business needs for various target markets and sectors, and identify develops appropriate strategy, solutions and product opportunities and new development opportunities to expand business
  • Assist in difficult escalated negotiations of commercial and contractual deals for strategic client opportunities when necessary
  • Review quarterly account plans of each sales team member and apply motivational and disciplinary strategies as needed
  • Drive continuous service improvement derived from customer and client feedback, observation and other intelligence
  • Coordinate with other team leaders across sales functions and regions to facilitate collaboration and functional handovers
  • Maintain awareness of market and industry trends, review all available collateral from marketing and develop an understanding of the competitive situation
  • Effectively partner with key stakeholders to ensure that medium and long term opportunities for the business are considered and evaluated
  • Coach the team to ensure that the skill set of the group is appropriate for future challenges.

Functional & Business Knowledge:
  • Sales Management experience including planning and motivational skills
  • Front-line experience in strategic relationship management and/or solution selling including accountability for achieving revenue targets
  • Broad understanding of the business needs of key stakeholders in the ratings industry (issuers, intermediaries, investors)
  • Thorough understanding of the capital markets and debt funding structures
  • Broad knowledge of S&P Ratings and broader SPGI products and services and how they relate to customers
  • Understanding of the differentiated roles of sales, marketing, product development, analytical and finance in delivering superior customer value
  • Ability to understand customer problems and implement a solution strategy to meet the client's needs
  • Has an excellent understanding of key market trends in S&P's key market sectors (FI, Infrastructure, Sustainable Finance) in a particular geography
  • Problem Solving : Leads and uses conceptual and innovative thinking (i.e., identifying new/different solutions) to solve issues. Looks beyond immediate problems for wider implications and determines best path forward
  • Interpersonal Skills : Skilled communicator who influences and negotiates with great latitude on various outcomes for an entire Business/Segment/Function internally and externally
  • Nature of Impact : Leads and directly impacts the professional and/or technical direction and strategy for a discipline or a core product including shaping and designing new policies, procedures and standards
  • Leadership & Scope : Primary focus of the role is managing a team of professionals will full management decisions including hiring, compensation and performance management decisions, budgets and planning

Required Skills, Experience and Knowledge:

  • Bachelor Degree; an advanced degree (Masters or MBA) preferred
  • 10+ years of sales management experience in financial services
  • Sales Management experience in B2B financial services environment with a particular focus on credit markets
  • Strong planning, process and staff motivation skills
  • Demonstrated strength in effective influencing, negotiation, interpersonal and communication skills
  • Strong insight sales skills - needed to establish client needs and provide identify solutions to these needs
  • Comprehensive understanding of products/services of S&P-to align S&P capabilities with client
  • Effective communication skills, both orally and in writing. Public speaking skills and the ability to deal with people at all levels with an organization. Developed strategic influencing skills
  • The incumbent must display high energy levels/"can do" attitude
  • Cross-functional collaboration attitude
  • Demonstrated strong commitment to customer service
  • High level of emotional intelligence - ability to establish rapport quickly - highly attuned listening skills
  • Intellectual curiosity, adaptability and openness to rapid and ongoing change
  • Comfortable dealing with ambiguity and able to influence and marshal resources to address business problems even when the resources are outside his/her direct control
  • Ability to coach and mentor others