The Role: The Structured Finance/Financial Services Relationship Manager (SF/FS RM) is responsible managing and developing relationships with existing and prospective structured finance issuers in a specific sector. The role involves the identification of opportunities with new clients, the prioritization of prospects and existing clients and proactive outreach to both. The SF/FS RM is responsible for achieving revenue growth, market share targets, deepening and expanding existing relationships (specifically with new products) and engagement objectives in their sector. The SF/FS RM is expected to possess, maintain, and further develop deep sector expertise and also close (compliant) coordination with internal stakeholders.
Manage all commercial aspects of S&P relationships with existing issuers and related market participants (e.g. intermediaries) in a specific sector
Identify and prioritize opportunities with prospective issuers proactively and build relationships with those entities
Identify and prioritize opportunities to deepen relationships with existing issuers through discussion and sale of additional products (e.g. RES, Sustainable Finance products, Cyber products, et al)
Promote and insightfully sell appropriate product/service solutions
Engage in high volume of face-to-face meetings with existing/prospective issuers and relevant intermediaries and market participants in a specific sector.
Utilize and maintain Salesforce data to monitor pipeline and leads status for goal management
Manage complex negotiations of commercial and contractual deals with existing and prospective issuers, and involve the SF/FS Team Leader as necessary
Identify key client decision makers and influencers and execute sales strategy by collaborating with necessary stakeholders at S&P
Work closely with stakeholders internally to coordinate around shared accounts and initiatives to ensure superior customer experience for our external stakeholders
Excellent knowledge of relevant sectors, market dynamics, and competitive landscape
Comprehensive understanding of S&P's business and product lines
Excellent understanding of key market trends in S&P's key market sectors (FI, Corporates, Sovereign, Public Finance, and Structured Products)
Interacts with clients and prospective clients in Senior Leadership roles
Ability to communicate clearly and with influence
Bachelor's Degree required, advanced degree (MBA or equivalent) preferred
10+ years of sales and/or structured finance experience
Demonstrated strength in insight selling skills
Demonstrated strength in effective influencing, negotiation, interpersonal and communication skills.
Highly motivated self-starter; able to work independently and creatively, as well as within a team
Demonstrated strong commitment to customer service
Excellent networking skills are required in order to obtain market information necessary to anticipate customer needs and interpret the trends that are evolving in the markets S&P serves
Must have the ability to work comfortably across organizational boundaries, and quickly gain the credibility and respect of executives at multiple levels
Track record of challenging self and others to anticipate future trends and creatively capitalize on opportunities
S&P Global states that the anticipated base salary range for this position is $154,000 to $188,000. Base salary ranges may vary by geographic location.