About the Role:

Grade Level (for internal use):

The Role: Head of Regional Sales, Americas

Overview: The Head of America Sales will spearhead the development and execution of comprehensive sales strategies designed to drive revenue growth and enhance market penetration for S&P DJI’s clients and accounts in the Americas (US, Canada & Latin America). This pivotal leadership role will oversee Client Coverage resources to achieve ambitious revenue and market penetration goals. The successful candidate will be a strategic thinker with a robust background in B2B financial services, adept at managing client coverage resources and cultivating relationships that meet our clients' evolving needs.

This role requires a nuanced understanding of the complexities of indices (across both intellectual property and data) and their role in the capital markets ecosystem. Candidates must be familiar with how indices serve as benchmarks for performance evaluation, investment strategies, and risk management. Additionally, understanding the interplay between indices and various financial instruments, such as ETFs, mutual funds, and derivatives, is critical for effectively addressing client needs and positioning our products in the marketplace. The ideal leader will possess a proven track record of guiding high-performance sales teams and will play a critical role in aligning our product offerings with market demands.

Key Accountabilities & Deliverables:

• Lead a regional client coverage team, ensuring the cultivation of a healthy talent pipeline anchored on clear career progression, robust development plans, and opportunities for growth.
• Develop and execute regional sales plans tailored to clients and accounts in the Americas, assuming full ownership of the regional sales pipeline.
• Manage and optimize the regional sales pipeline, meticulously tracking opportunities to drive sales and new business outcomes. Utilize CRM tools to monitor sales activities and metrics, ensuring data-driven decision-making.
• Gather and synthesize Voice of Customer (VoC) insights to inform product development and ensure alignment with market needs.
• Provide oversight and coaching to Client Coverage representatives, sharing best practices to enhance client relationships and drive performance.
• Represent S&P DJI at regional conferences and large-scale client events, enhancing brand visibility and fostering strategic partnerships.
• Serve as the escalation point for complex client negotiations and inquiries, ensuring resolution and satisfaction.
• Analyze sales metrics and adjust strategies to optimize performance, leveraging CRM and sales data tools to inform strategic initiatives and improve sales outcomes.
• Develop and test sales allocation strategies in collaboration with internal partners and the Chief Commercial Officer (CCO) to enhance regional sales performance.
• Attract, develop, and retain top talent within the sales function, fostering a culture of excellence and accountability.

High-Performance Culture:

• Cultivate a high-performance culture that emphasizes accountability, continuous improvement, and results-oriented behaviors. Encourage team members to set ambitious goals and provide the necessary support and resources to achieve them.
• Implement recognition programs that celebrate individual and team achievements, reinforcing positive behaviors and motivating team members to excel.
• Promote a collaborative environment where team members are encouraged to share knowledge, best practices, and innovative ideas. Facilitate open communication and support among team members to drive collective success.
• Invest in the ongoing professional development of the sales team, providing training and mentorship opportunities that enhance skills, boost confidence, and prepare them for future challenges.

Key Experience:

• Experience leading and developing a geographically disperse team
• Proven experience in crafting and executing successful sales strategies within the financial services sector.
• Demonstrated ability to lead and mentor high-performing sales teams to achieve exceptional results.
• In-depth understanding of market trends, client needs, product development priorities, and intellectual property and data contracting.
• Experience in managing client relationships and negotiating complex contracts effectively.
• Proficient in resource management and allocation to optimize sales efforts.
• Strong analytical capabilities to assess sales metrics and adjust strategies for peak performance, with a solid grasp of CRM and sales data tools.
• Comprehensive understanding of indexing, financial products, and investment strategies.

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