About the Role:

Grade Level (for internal use):

15

The Role: Head of Regional Sales, Americas

Overview: The Head of America Sales will spearhead the development and execution of comprehensive sales strategies designed to drive revenue growth and enhance market penetration for S&P DJI’s clients and accounts in the Americas (US, Canada & Latin America). This pivotal leadership role will oversee Client Coverage resources to achieve ambitious revenue and market penetration goals. The successful candidate will be a strategic thinker with a robust background in B2B financial services, adept at managing client coverage resources and cultivating relationships that meet our clients’ evolving needs.

This role requires a nuanced understanding of the complexities of indices (across both intellectual property and data) and their role in the capital markets ecosystem. Candidates must be familiar with how indices serve as benchmarks for performance evaluation, investment strategies, and risk management. Additionally, understanding the interplay between indices and various financial instruments, such as ETFs, mutual funds, and derivatives, is critical for effectively addressing client needs and positioning our products in the marketplace. The ideal leader will possess a proven track record of guiding high-performance sales teams and will play a critical role in aligning our product offerings with market demands.

Key Accountabilities & Deliverables:

• Lead a regional client coverage team, ensuring the cultivation of a healthy talent pipeline anchored on clear career progression, robust development plans, and opportunities for growth.
• Develop and execute regional sales plans tailored to clients and accounts in the Americas, assuming full ownership of the regional sales pipeline.
• Manage and optimize the regional sales pipeline, meticulously tracking opportunities to drive sales and new business outcomes. Utilize CRM tools to monitor sales activities and metrics, ensuring data-driven decision-making.
• Gather and synthesize Voice of Customer (VoC) insights to inform product development and ensure alignment with market needs.
• Provide oversight and coaching to Client Coverage representatives, sharing best practices to enhance client relationships and drive performance.
• Represent S&P DJI at regional conferences and large-scale client events, enhancing brand visibility and fostering strategic partnerships.
• Serve as the escalation point for complex client negotiations and inquiries, ensuring resolution and satisfaction.
• Analyze sales metrics and adjust strategies to optimize performance, leveraging CRM and sales data tools to inform strategic initiatives and improve sales outcomes.
• Develop and test sales allocation strategies in collaboration with internal partners and the Chief Commercial Officer (CCO) to enhance regional sales performance.
• Attract, develop, and retain top talent within the sales function, fostering a culture of excellence and accountability.

High-Performance Culture:

• Cultivate a high-performance culture that emphasizes accountability, continuous improvement, and results-oriented behaviors. Encourage team members to set ambitious goals and provide the necessary support and resources to achieve them.
• Implement recognition programs that celebrate individual and team achievements, reinforcing positive behaviors and motivating team members to excel.
• Promote a collaborative environment where team members are encouraged to share knowledge, best practices, and innovative ideas. Facilitate open communication and support among team members to drive collective success.
• Invest in the ongoing professional development of the sales team, providing training and mentorship opportunities that enhance skills, boost confidence, and prepare them for future challenges.

Key Experience:

• Experience leading and developing a geographically disperse team
• Proven experience in crafting and executing successful sales strategies within the financial services sector.
• Demonstrated ability to lead and mentor high-performing sales teams to achieve exceptional results.
• In-depth understanding of market trends, client needs, product development priorities, and intellectual property and data contracting.
• Experience in managing client relationships and negotiating complex contracts effectively.
• Proficient in resource management and allocation to optimize sales efforts.
• Strong analytical capabilities to assess sales metrics and adjust strategies for peak performance, with a solid grasp of CRM and sales data tools.
• Comprehensive understanding of indexing, financial products, and investment strategies.

Essential Skills:

• Proficiency in leveraging CRM systems and sales analytics tools to drive performance and optimize client engagement.
• Ability to interpret complex data sets and metrics to inform strategic decisions and improve sales processes.
• Capacity to thrive in a fast-paced, ever-evolving market landscape, adjusting strategies in response to emerging trends and client needs.
• Strong interpersonal skills to effectively collaborate across teams and communicate value propositions to clients and stakeholders.
• A proactive approach to identifying new business opportunities and enhancing existing client relationships through creative solutions.
• A deep commitment to understanding and fulfilling client needs, ensuring a high level of satisfaction and loyalty.

Required Qualifications:

• Bachelor’s degree in Business, Finance, or a related field; an MBA is preferred.
• Minimum of 8-10 years of experience in sales strategy development and execution, especially within strategic accounts.
• Proven track record of engaging with senior executives and driving significant revenue growth.
• Experience in talent development and coaching within sales teams, with a focus on fostering high-performance outcomes.
• Strong analytical skills with the ability to leverage data for strategic decision-making.
• Demonstrated success in developing and executing effective sales strategies.
• Deep understanding of market trends, client needs, and product development priorities.
• Experience in managing client relationships and negotiating complex contracts.

What’s In It For You?

Our Purpose:

Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology–the right combination can unlock possibility and change the world.

Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress.

Our People:

We’re more than 35,000 strong worldwide—so we’re able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.

From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We’re constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.

Our Values:
 

Integrity, Discovery, Partnership

At S&P Global, we focus on Powering Global Markets. Throughout our history, the world’s leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.

Benefits:

We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global.

Our benefits include: 

• Health & Wellness: Health care coverage designed for the mind and body.

• Flexible Downtime: Generous time off helps keep you energized for your time on.

• Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.

• Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.

• Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.

• Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.

For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries

Diversity, Equity, and Inclusion at S&P Global:
At S&P Global, we believe diversity fuels creative insights, equity unlocks opportunity, and inclusion drives growth and innovation – Powering Global Markets. Our commitment centers on our global workforce, ensuring that our people are empowered to bring their whole selves to work. It doesn’t stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all.
 

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)