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JobDescription :

The Role: S&P Global Market Intelligence is seeking a Team Leader, Relationship Management in our Relationship Management team that services the firm’s Non-Financial Corporate Team. In this role, as well as managing your own Book of Business and client base, you will lead, mentor and coach a small team of Relationship Managers and reporting into the Head of Relationship Management for Non-Financial Corporates, will also assist with managing the allocation of team resources effectively to drive account and renewal growth.


The Impact: In this role you will get to work with diverse clients within the Non-Financial Corporate segment in Europe which includes Government and Regulatory Bodies, Corporations, Professional Services, Academics and others. In doing so you will get to learn their business and help them understand how to get the most out of our products and tools.


The Career Opportunity: You will have the opportunity to travel to client sites and work with a diverse range of professionals across the sector. You will also be incentivized and responsible for identifying new sales opportunities and working with our Sales Executives and  acting as an escalation point for a team of Account Managers in a region.


Responsibilities:

  • Manages existing business base. Leverages relationships with existing accounts to grow and retain business to meet and exceed Net Renewal Goals

  • Provides consultancy, product training and support to existing clients

  • Understands client workflow in depth and the value that SPGMI provides through frequent face to face and remote contact with the account.

  • Able to summarise and articulate this value to key stakeholders in the account in order to lead the renewal discussion to a favourable outcome for the client and for SPGMI.

  • Leads, mentors and coaches a small Relationship Management team

  • Supports Head of Relationship Management with mapping of team resources, account allocation, forecasting, reporting and other management level responsibilities

  • Has input into (but does not own) performance appraisals and team member evaluation

  • Manages client relationships and helps educate team on revenue enhancement. Monitors health of team's accounts. Enforces account management best practices. Ensures client contracts are appropriately priced.

  • Monitors team members' account plans and account penetration and provides guidance as necessary.

  • Reviews team's strategic account plans and renewal pricing.  Enforces documentation and account management activity standards. Tracks progress towards team goals.

  • Focuses on retaining business by ensuring a high level of client satisfaction. Communicates with clients regarding significant issues and directs their resolution.

  • Leverages client feedback to generate integrated client solutions and product enhancements to enhance revenue.

  • Keeps current on market and industry trends to ensure strong market position and promotes the overall goals of the organization.  Shares knowledge with team. Participates in industry conferences and events.

  • Provides monthly account management and sales reports to sales and business management.

  • Significantly impacts the revenues of the business unit through renewal price increases and cross-sell/upsell opportunities that are referred to sales.

  • Understands customer problems and correctly interprets requirements to implement a solution strategy and proposes products and services to meet the client's needs.  Problems may be complex due to size or scope.

  • Regularly interacts with internal/external clients at multiple levels, senior management and the commercial leadership team.

 

Skills and Qualifications:
  • Bachelor’s degree required

  • Proven experience in sales, relationship management or marketing experience and broad industry knowledge. Experience in Product Ops or at a client or prospect company a plus.

  • Experience managing, coaching and developing a team of interest but not a pre-requisite

  • Significant experience in a sales or a client facing role (inside sales, prospecting, sales support, customer support)

  • Strong MS office  skills are required, particularly with excel, which is used for reporting, mapping and data grooming purposes. Confidence with pivot tables, v-lookups and other excel-based functions a must.

  • Goal and action orientated, with ability to work towards revenue targets within a business development environment

  • Experience in dealing with challenging situations, i.e. objection handling, overcoming gatekeepers etc

  • Solid organization, multi-tasking and prioritization skills

  • Strong communication skills, both verbal and written with the ability to engage a senior level audience

  • Strong MS office  skills are required particularly with excel, and any knowledge of CRM databases (such as Salesforce.com) would be advantageous


S&P Global Market Intelligence

At S&P Global Market Intelligence, we know that not all information is important—some of it is vital. Accurate, deep and insightful. We integrate financial and industry data, research and news into tools that help track performance, generate alpha, identify investment ideas, understand competitive and industry dynamics, perform valuation and assess credit risk. Investment professionals, government agencies, corporations and universities globally can gain the intelligence essential to making business and financial decisions with conviction.

S&P Global Market Intelligence is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence. For more information, visit, S&P Global Market Intelligence.

Job ID :
228604
Posted On :
7-10-2017
Location :
London, UK
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