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JobDescription : Associate/Associate Director - Sales, EMEA Structured Finance, S&P Global Ratings Grade 11/12 (for internal purposes)
Based in London, this position is responsible for growing S&P Global Ratings' Structured Finance (SF) business in EMEA through the origination of new ratings and supporting senior Sales Directors in their SF activity. Reporting to the Regional Head of SF, the role will identify and prioritize sales opportunities and be proactive in client outreach to ensure that the Sales team meet revenue objectives for the business. The role will sell the full array of our products as well as maximize customer value for existing clients. Responsibilities:
Growing the S&P Global Ratings SF business in EMEA through the origination of new ratings and sales of ancillary products, including Rating Evaluation Service, Green Evaluation, ESG Evaluation and Counterparty Instrument Ratings.
The role has responsibility to achieve a defined annual USD revenue target relating to a defined set of existing Issuers and Markets as well as working alongside senior Sales team members to support their Structured Finance outreach and sales plans.
Develop and execute strategic account planning for the business including the analysis and prioritization of sales opportunities, as well as relationship management initiatives with key client names to increase our share of wallet.
Analyze and monitor developments in SF markets as well as the legal and regulatory environment to assess future demand and opportunities for ratings and ancillary products.
Negotiate complex fee arrangements and engagement-related legal documents. Support the identification and relationship management of key intermediaries including Rating Advisors.
Bring market feedback into the organization to enable effective decision-making, new product development and pricing strategies. Input and maintenance of our client relationship database.
Must be politically astute and able to navigate the politics of large external organizations to ensure that we maintain a broad based relationship with key clients.
Effective coordination, influencing and marshalling of resources within the organization to ensure that we are able to execute upon deals in an efficient and timely manner, whilst protecting the integrity of the S&P Global Ratings franchise.
Provide advice and support to other Sales team members where needed and assume accountability for commercial issues that may arise for the SF practice.
Position requires travel around EMEA - the role will spend as much time out of the office as in.
Knowledge of transactions, regulations, trends/dynamics and actors in the public and private Structured Finance markets. Experience of sales/origination within DCM / Fixed Income role.
Bachelor's degree required and advanced degree (MBA or equivalent) preferred.
Between 8 to 10 years post-graduate experience with at least 3 to 5 years in a related role.
Understanding of rating products and services and their drivers of value.
Effective negotiation and influencing expertise with well-developed interpersonal skills including demonstrable ability to interact and influence senior level executives.
'Can do' attitude with a strong sense of personal commitment and self-motivation. Proficiency with MS office (word, .xls, .ppt). Experience with Salesforce would be helpful, but not essential.
Internal Number: 6266721
About S&P Global
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