About the Role:

Grade Level (for internal use):

The Role: Senior Associate, Client Coverage Southern Europe and Israel
Location: Milan

The Team:
The European Client Coverage team is part of the European Commercial Group, dedicated to the sales and licensing of intellectual property and index data for S&P Dow Jones Indices.

We are seeking a Senior Associate, Client Coverage based in Milan, covering Italian speaking and other southern European clients (including Israel), reporting to the Head of Sales, Southern Europe and Israel. The role is tasked with being responsible for licensing S&P Dow Jones index data and Intellectual Property, relationship management and client prospecting and, in general, expanding the firm’s commercial footprint within the assigned client base.

The Impact:
As a Senior Associate, you will play a crucial role in driving sales of S&P DJI’s products, with a strong emphasis on ESG, Climate, Equity, and Fixed Income indices. You will work closely with the Head of Sales, Southern Europe and Israel and collaborate with various departments within S&P DJI, including Client Coverage, Product Management, Research, and Legal. Your role will be pivotal in enhancing the firm’s commercial footprint within the assigned client base while fostering a culture of client-centricity, collaboration, and integrity.

Responsibilities:

• Act as an ambassador for S&P DJI, promoting a high-performance culture focused on client satisfaction and partnership, disciplined execution, collaboration, innovation, and integrity.
• Meet annual individual sales targets and generate incremental revenue from assigned territories and client segments in Southern Europe.
• Manage and expand the S&P DJI commercial footprint with existing client relationships while prospecting and converting new licensees; identify key decision-makers and influencers within target prospects.
• Generate revenue through index licensing for investment product issuance, data sales, and custom index calculation services.
• Consultatively sell index data and solutions; collaborate with internal stakeholders to develop new concepts that meet client needs.
• Monitor the usage of index data among assigned clients; understand the evolving landscape of index and related product usage, ensuring compliance with licensed terms.
• Manage complex contract negotiations and execution; develop usage rights and appropriate commercial terms in collaboration with internal stakeholders (legal, product management, research, etc.).
• Improve awareness of our brand and product offerings, broadening client contact points with S&P DJI stakeholders, including colleagues from research, design, and product management.
• Generate new contract documents, process sales orders, and coordinate the new deal process and invoicing with legal and finance teams.
• Service existing products, billing, and client queries within the assigned client base; utilize internal CRM systems to maintain pipelines, leads, and details of sales activities.

Key Skills & Experience:

• Proven industry experience in investment product sales, market data sales, and/or institutional sales, with a focus on equity/index structuring, wholesaling of investment products, including asset management products
• Established relationships with asset management firms, investment banks, hedge funds, and other market participants in Southern Europe.
• Strong understanding of the ESG market and how various ESG factors impact the investment decision-making process.
• Fluency in OTC/securitized products, ETFs, mutual funds, SMAs, and collective trusts.
• Experience in long-cycle and abstract/conceptual sales, complex contract negotiation, and intellectual property sales.
• Knowledge of the investment/trading/hedging process, decision-making protocols, and relationships with various intermediaries (i-banks, active and passive asset managers, asset owners and custodians).
• Effective client communication skills in conversational speech, writing, and public speaking, with a personable attitude to facilitate collaboration within a matrix structure.
• Ability to blend long-term strategic thinking with a hands-on, proactive approach to achieving near-term results.
• Bachelor's degree required; CFA or relevant certification holders considered favorably.
• A minimum of 3 years of successful track record in a revenue generation role.
• Strong organizational skills with the ability to work efficiently and effectively within structured timeframes and tight deadlines.
• Demonstrated ability to influence and effectively connect stakeholders at all levels across a highly matrixed organization