About the Role:

Grade Level (for internal use):

About the Role/The Team:   

The S&P Global Ratings Commercial Team is responsible for optimizing relationships and commercial outcomes with a broad set of clients in the U.S. We are a collaborative team who develop solutions that help our clients overcome their complex business challenges. The team is focused on relationship management, business development, and are intellectually curious. We uniquely leverage our proprietary methodologies and cutting-edge technologies to provide unparalleled client engagement and solutions.

The Role:    

Manage, mentor and coach the team of relationship managers responsible for maintaining and growing S&P’s US Public Finance revenue across existing clients and unrated entities. Directly manage and build on relationships with strategic client accounts and Financial Advisors. Develop the business growth strategies for US Public Finance and accountable for achievement of group revenue goals as well as maximizing the efficiency and effectiveness of the team.

Key Responsibilities:

• Provide strategic leadership and direction to the US Public Finance sales team, Financial Advisors, and sector influencers ensuring alignment with the broader business objectives within Commercial and Ratings division.

• Lead and manage, mentor and coach the team of US Public Finance relationship managers cultivating a thriving environment fostering strong collaboration, premium customer service, and team professional development.

• Create and develop strategic sales plan for increased growth of S&P Ratings overall and US Public Finance revenue across the existing client base as well as through acquisition of new clients based on opportunity assessments, market needs and management and finance goals

• Direct responsibility for driving overall revenue from existing strategic clients. Instill and enforce planning, activity, pipeline development, process and reporting standards within the relationship team

• Represent S&P Global Ratings’ US Public Finance commercial organization externally with key issuer and intermediary stakeholders as well as at Public Finance industry events and conferences delivering S&P Global value proposition

• Maintain strong internal relationships and ongoing dialogue with US Public Finance analytical leadership ensuring compliance with regulatory and corporate governance requirements in all sales activities

• Lead in difficult escalated negotiations of commercial and contractual deals for strategic client opportunities and have oversight of pricing negotiations

• Continuously drive account plans of each team member focused on performance improvement through effective metrics and continuous team development

• Foster cross-functional collaboration with other regions and functions to leverage resources and expertise across the organization

• Maintain awareness of market and industry trends, review all available collateral from marketing and develop an understanding of the competitive situation

• Promote a culture of excellence and innovation within the team, encouraging professional growth and talent management

• US travel required

What We’re Looking For:

• Basic Required Qualifications: An S&P Global employee at this level would typically have 15+ years of extensive experience in consultative sales.

• Proven leadership skills of high performing staff management and track record of driving revenue growth

• Front-line experience in strategic relationship management including accountability for achieving revenue and/or customer service targets

• Broad understanding of US Public Finance business needs of key stakeholders in the ratings industry (issuers, intermediaries, investors) and sound understanding of the capital markets and debt funding structures

• Ability to understand customer problems and implement a solution strategy to meet the client’s needs

• Strong desire to achieve successful commercial outcomes

• Demonstrated strength in effective influencing, interpersonal and communication skills both orally and in writing

• Strength in public speaking skills and the ability to deal with people at all levels with an organization and senior level customers

• The incumbent must display high energy levels, a ”can do” attitude and a creative, innovative mindset and ability to cascade it the US Public Finance team

• High level of emotional intelligence – ability to establish rapport quickly – highly attune