About the position
The S&P Global Ratings US Public Finance Commercial Team is responsible for optimizing relationships and commercial outcomes for S&P's public finance practice. The team is charged with developing, maintaining and cultivating relationships with a broad set of public finance clients, entities, and intermediaries in the U.S. & Canada. The team is tight knit and works collaboratively to secure and optimize S&P's position across all public finance sectors. Team members are active and visible to the market via one-on-one meetings, attendance at industry related events and conferences, public speaking engagements and other front-facing activities that promote S&P's brand and rating expertise. The team is sales focused, energetic, and intellectually curious. The role involves managing, mentoring, and coaching the team of relationship managers responsible for maintaining and growing S&P's US Public Finance revenue across existing clients and unrated entities. It includes direct management of relationships with strategic client accounts and Financial Advisors, developing business growth strategies for USPF, and being accountable for group revenue goals.
Responsibilities
- Provide strategic leadership and direction to the US Public Finance sales teams, 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' USPF 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 USPF 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 sales team member focused on performance improvement through effective sales 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.
Requirements
- At least 15+ years of experience in the US Public Finance sector with previous experience in analytical, intermediary, banking, issuer, and/or commercial role.
- 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.
- Prominent level of emotional intelligence - ability to establish rapport quickly - highly attuned listening skills.
- Intellectual curiosity, adaptability, and openness to rapid and ongoing change.
- Comfortable dealing with ambiguity and able to influence and marshal resources to address business problems even when the resources are outside his/her direct control.
- Ability to coach and mentor others effectively building high performing teams.
- Broad knowledge of S&P Ratings and broader SPGI products and services and how they relate to customers, is an advantage.
Benefits
- Health care coverage designed for the mind and body.
- Generous time off helps keep you energized for your time on.
- Access a wealth of resources to grow your career and learn valuable new skills.
- Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
- S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
- From retail discounts to referral incentive awards-small perks can make a big difference.
