About the Role:

Grade Level (for internal use):

Job Description:

The European Client Coverage team, part of the European Commercial Group, is dedicated to the sales and licensing of intellectual property and index data licenses for S&P Dow Jones Indices. Our mission includes building and nurturing strong client relationships, prospecting new index customers, and expanding S&P DJI's commercial footprint within designated territories. We maintain partnerships with investment banks, asset managers, market data consumers, insurance companies, proprietary trading firms, exchanges, and other key market participants who rely on our renowned indices, research, and insights.

We are seeking a Senior Director to lead the Client Coverage team for the France and BENELUX region, focusing primarily on banking, asset management, and asset owner clients. This leader will collaborate with the European leadership group to develop strategies that enhance opportunities in ESG/Climate, Factor & Thematic, Multi-Asset, and Fixed Income sectors, while also increasing our regional presence and client wallet share.

Reporting to the European Head, the Senior Director will manage a team of three client coverage representatives. You will engage closely with various SPDJI departments, including Client Coverage, Inside Sales, Product Management, Research, and Legal. As an ambassador for SPDJI, you will foster a high-performance culture centered on client focus, collaboration, innovation, and integrity.

This role offers an exciting opportunity to influence the team to leverage insights from internal partners, including Sustainable1 and Market Intelligence. You will help align organizational goals with client needs, translating these into opportunities for our experts to enhance credibility, identify gaps, and recommend solutions that drive revenue.

You will plan and execute strategies with product management and sales specialists to position S&P DJI as a leader in Equity, Thematics, ESG/Climate, Fixed Income, and Multi-Asset products. Achieving annual sales targets and team KPIs will be essential, as will adapting the global strategy to your region and contributing initiatives to shape our commercial priorities. Anticipating trends and identifying solutions for commercial growth will be key to your success.

Responsibilities:

• Lead and inspire your group

• Define the commercial strategy for the region, taking into account our Global commercial Strategy, and successfully relay it to management and the team
• Set up and achieve annual team sales targets, team milestones, and KPIs which challenge and inspire our people and which are aligned to our global commercial goals.
• Key Performance Indicators (KPI) include:
  • Achievement of sales targets for new business, with a focus on strategic segments.
  • Successful organization of regional events.
  • Number of new clients onboarded.
  • Frequency of meaningful client interactions.
  • Effective account mapping and expansion within existing accounts.
  • Maintenance of CRM hygiene, including meeting reports and opportunity management.
  • Influence the industries you cover to believe that indexing works.
• Meet frequently with prospects and existing clients to understand their goals and needs.  Evaluate our customer facing professionals to communicate best practices, sustain excellence, or develop and train our people as necessary to continuously improve our ability to be customer focused.
• Ensure the team is trained and proficient on product and pricing priorities, effective product positioning, and knowledgeable of our competitive position in the different index segments which comprise the France and Benelux market.
• Motivate and inspire colleagues to drive strategic revenue and new business growth.
• Manage and direct complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to our company and to our clients.
• Foster attributes of collaboration and teamwork by creating opportunities for sales specialist and product management teams to meet their goals to establish S&P DJI across the index data and product ecosystem.
• Lead by example in our corporate values of discovery, partnership, and integrity.  Be a culture leader in our commercial group.

• Directly manage Key Strategic Accounts

• Grow our Equity, Fixed Income and multi-asset market share and influence the adoption of S&P solutions and indices across key stakeholders, including Banks, Asset Owners, Asset Managers, Consultants, and Industry Organizations. 
• Manage and expand the S&P DJI commerc