Equities Sales Specialist, Associate Director

S&P Global•New York, NY

19h•$114,000 - $131,000•Onsite

About The Position

S&P Global is hiring an Associate Director for its North American Equity Data Analytics sales team to sell its Equities product suite. The role is based in New York City and liaises with counterparts in other major financial centers. The successful candidate will bring financial-markets experience, direct-selling and/or account-management experience, and the ability to manage complex relationships. Sales and Account Management coordinates client-facing coverage to generate new business, pursue up-selling and cross-selling opportunities, renew contracts, roll out new products, and support business development. The Equity Data Analytics suite includes alternative datasets for alpha generation and workflow and productivity tools for back-office users. The role requires a consistent record of results and the ability to sell a broad equity product suite, connect market events and business issues to the company’s value proposition, and build trusted client relationships. The candidate will also serve as a product point person, support colleagues with product and sales expertise, and help drive sales activities for the product line.

Requirements

5–10 years of broad-based experience with another market data vendor or bank, including exposure to managing complex relationships and/or processes.
Knowledge and experience of equity markets.
Strong written and verbal communication skills, including the ability to conduct complex commercial and business discussions.
Strong interpersonal and influencing skills.
Commercial awareness.
Ability to manage complex relationships with the objective of increasing revenue year over year in line with account plans.
Ability to manage meetings with senior-level stakeholders.
Ability to build internal relationships and earn the confidence of product managers and other salespeople.
Team-oriented approach and willingness to progress in a rapidly changing environment.
Proven, consistent delivery of results and ability to sell a broad-based equity product suite.
Thorough understanding of the sales process and profession, with prospecting ability, sales drive, customer focus, and ability to learn quickly.

Responsibilities

Generate a lead pipeline for new business and existing clients.
Report actual versus budgeted sales regularly.
Maintain regular contact with key account users and build trusted, respectful, and open relationships to generate business across S&P Global product lines.
Identify client needs and relay feedback and cross-selling opportunities to relevant product-line sales teams.
Seek sales referrals from existing accounts.
Own client issues with support from data and Business Development teams.
Maintain the sales pipeline and generate management reports, such as cold-call and user lists, from Salesforce.
Delegate billing, client setup and training, and contract administration to relevant support teams.
Maintain strong knowledge of the assigned product area, referral-level knowledge of other S&P Global product lines, and awareness of future product developments.
Serve as the point person for the allocated product, sharing client understanding, technical information, product characteristics, sales unique selling points, and pre-sales questioning guidance with sales peers.
Participate in sales conferences and special events, produce sales collateral, support client entertainment, and participate in association memberships; help drive these activities for the product line to maximize revenue and retention.
Manage complex client relationships to increase year-over-year revenue in line with account plans.
Build internal and external relationships and influence peers and colleagues through industry expertise, communication, and leadership.