About the Role:

Grade Level (for internal use):

The Role: Director, Sales: Structured Finance, North America

The Team: The S&P Global Commercial Team is responsible for optimizing relationships and commercial outcomes with a broad set of clients in U.S. & Canada. We are a close-knit team and collaborate continually to brainstorm solutions that help our clients overcome their complex business challenges. The team is competitive, sales focused, energetic, and intellectually curious.

Objective: Seeking a proven and experienced sales individual to expand our Structured Finance ratings portfolio, particularly in Esoteric ABS, Asset Backed Commercial Paper and Servicers. In addition, this individual would manage and develop relationships with existing issuers and intermediaries.

Responsibilities:

• Create a sales strategy to broaden S&P’s structured finance portfolio across North America
• Identify upsell opportunities through insight-based sales strategies for complex clients; 
• Manage all commercial aspects of S&P relationships with structured finance issuers;
• Interact credibly and confidently at a senior level with clients at the highest levels including CEO/CFO as well as across a variety of departments including finance, treasury and purchasing;
• Identify market trends through market interaction, feeding this into the organization to assist decision making around development of new marketing material, new product development and pricing strategies;
• Perform strategic analysis and segmentation of regional markets to identify new rating opportunities within assigned coverage;
• Execute against opportunities within the strategic plan by prospecting issuers to introduce S&P Global Ratings and explore rating needs;
• Track customer & industry developments/trends to identify opportunities and respond accordingly; 
• Thoughtfully position S&P sustainability solutions and coordinate with Sustainable Finance colleagues to uncover opportunities within the assigned portfolio;
• Utilize and maintain Salesforce data to monitor pipeline and opportunity status for revenue management;
• Understand customer problems and identify ways to help clients address them;
• Develop & maintain relationships with both new and existing issuers – communicate S&P’s value proposition and market positioning;
• Provide the pulse of the market to senior management;
• Prepare data & key insights for weekly and monthly reporting.

What We’re Looking For:

• Established sales experience in North America Structured Finance, particularly Asset-Backed Securities;
• Willingness in providing timely and premier service to internal/external stakeholders;
• Demonstrate sound ability to analyze client information quickly, respond logically, and use data to influence client purchase decisions;
• Extensive background in the debt capital markets;
• Positive, proactive attitude and ability to work well in teams;
• Proven record of maintaining strong relationships with key Structured Finance market participants;
• Strong presentation, communication, and customer service skills;
• Exceptional skills in listening to clients, articulating ideas and complex information in a clear and structured manner;
• Desire to continuously personally learn and help others develop as well;
• Strong and demonstrated expertise / working knowledge of the Structured Finance business.
   

Basic Qualifications:

• Bachelor’s degree (Finance, Economics, or related field preferred);

• An S&P Global employee at this level would typically have at least 10+ years of relevant professional sales experience in the Financial Services industry.

• 10+ years of sales experience.

Preferred Qualifications:

• Proven track record of sales success;
• Advanced degree (MBA or equivalent);
• Experience in working with Rating Agencies;
• Knowledge of Sustainable Finance/Environmental, Social & Governance.

Compensation/Benefits Information (US Applicants Only):

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