Director - CBM at S&P Global Market Intelligence

Job description

Position Description

Based in Johannesburg, this position is responsible for growing S&P Global Ratings business in Africa through the origination of new ratings across corporate finance and structured finance sectors. It involves the identification of new business opportunities with prospects, the prioritization of sales opportunities, and proactive outreach to ensure that the revenue objectives for the business units are met. This involves selling the full array of S&P Global Ratings products as well as maximizing add-on sales opportunities and yield achieved from rated issuers.

The Team: Join a collaborative team with a strong motivation to succeed, to grow the S&P Global Ratings business and to make a difference.

The Impact: Drive new ratings growth across the region by sourcing and developing new relationships for S&P Global Ratings across key markets. Identify market insights that can guide commercial strategy and drive our business forward. Educate market participants on how ratings can support their growth ambitions.

What’s in it for you: The opportunity to be highly visible across the continent and interact daily with senior C-Suite leaders across all industry verticals; To make a difference to our business in a growth region; The chance to learn and develop within a global company;

Responsibilities

• Growing the S&P Global Ratings business in Africa through the origination of new ratings across Corporate, Financial Institution, Insurance, Public Finance, Sovereign and Structured Finance sectors. This is both in absolute terms and relative to key competitors.
• Account/Region Management and Planning —prioritization of sales opportunities to realize maximum yield from activities. The role will also encompass relationship management of some key client names within the region.
• The Business Development Director has responsibility to achieve a defined USD revenue target each year.
• Strategic analysis of prospects/clients resulting in exploration and identification of needs. The Business Development Director is expected to create opportunities through the development of solutions and go beyond the simple execution of deals where the need is self-evident.
• Input into the preparation of the business plan for the African region.
• Research viability and potential of new issuer segments including the identification and prioritization of prospects and the development/execution of calling and outreach plans.
• Negotiate complex fee arrangements and legal documents with minimal support. The role requires a thorough understanding and comfort with legal concepts, S&P Terms and Conditions and other engagement related documents.
• Maximize revenue through ensuring we price based upon the economic value of the products being sold rather than on a “cost plus” basis.
• Support the identification, development and relationship management of key intermediaries including Rating Advisors, investment bankers and debt capital markets groups.
• Bring market feedback (including, where appropriate, competitor practices) back into the organization to enable decision making, new product development and pricing strategies.
• Input and maintenance of the client relationship database.
• Contribute to and support the customer service objectives of the broad EMEA sales team.
• Deal credibly and confidently with clients at the highest management levels (C-suite: CEO/ COO/CFO) as well as across a wide variety of departments (finance, treasury, legal, tax, purchasing).
• Must be politically astute and able to navigate the politics of large external organizations to ensure that we have a broad based relationship.
• Reconciling commercial demands with regulatory demands as well as internal policies and procedures - protect the integrity of the S&P Global Ratings franchise.
• Effective coordination and marshalling of resources within the organization to ensure that we are able to execute upon deals in an efficient and timely manner.
• Managing and influencing resources not under direct control - to ensure delivery of end product to the client.
• Provide advice and support to other Sales team members where needed and assume accountability for commercial issues that may arise and require commercial intervention at a local level.
• Position requires significant travel - the Originator will spend as much time out of the office as in.

Required

• Strong background of solutions sales within Debt Capital Markets / Fixed Income.
• Local language skills and a strong cultural link to the region.
• Bachelor’s degree required and advanced degree (MBA or equivalent) preferred.
• Strong consultative sales skills needed to diagnose client needs and provide solutions. Must be able to look beyond the obvious to anticipate, meet and exceed client expectations.
• Understanding of rating products/services preferred.
• Effective negotiation skills—to maximize revenue consistent with value propositions.
• Strong influencing and well developed interpersonal skills including demonstrable evidence of the ability to credibly interact with, and influence, senior level executives.
• High energy level/”can do” attitude with a strong sense of personal commitment and self-motivation.
• Team player attitude and orientation.