Senior Associate, Client Coverage

at S&P Global in Chicago, Illinois, United States

Job Description

About the Role:

Grade Level (for internal use):

11

Grade Level (for internal use): 11

The Firm: S&P Dow Jones Indices (S&P DJI) is the world’s leading resource for benchmarks and investable indices. Our solutions are widely considered indispensable in tracking market performance, evaluating portfolios, and developing investment strategies.

The Team: The North American Client Coverage Team is responsible for sales and licensing of intellectual property and index data packages at S&P DJI. As part of the mandate to help drive revenue and new business, sales team members are expected to build strong client relationships and prospect for new opportunities within their defined territory. S&P DJI has a diverse client base of investment banks, asset managers, ETF issuers, insurance carriers, proprietary trading firms, exchanges and other market participants who rely upon our world-renowned indices, research, and commentary.

The Role: Senior Associate, Insurance – Client Coverage, North America is an external sales role with a defined territory and portfolio of clients spanning the U.S. Life and Annuity market. You report to the Head of Insurance in Client Coverage. This role can be physically-based or virtual within the United States.

As a member of S&P DJI’s insurance sales team, your mandate is to drive revenue and new business and deepen wallet share with insurance carriers across the U.S. life and annuity ecosystem – with a focus on fixed index annuities (FIAs), registered index-linked annuities (RILAs), indexed universal life (IUL) and other indexed insurance products. From the S&P 500 to new, innovative volatility control strategies that use S&P DJI benchmarks as building blocks, you will take a consultative approach to serving your client base and working across S&P DJI stakeholders to identify solutions that meet client needs.

What’s in it for You

+ Join a fast-paced sales team poised for growth: work collaboratively within and among S&P DJI teams to cultivate relationships and drive sales across the U.S. Life & Annuity market. Own important revenue growth and new product adoption metrics for insurance opportunities in our largest global sales region, while developing advanced skills in negotiation and deal structuring.

+ Sit at the forefront of innovation in indexing for insurance: leverage the strength of the S&P brand to drive adoption of new multi-asset volatility control indices to grow S&P DJI’s position as the leader in indexing for insurance.

+ Collaborate with stakeholders across the U.S. Life & Annuity market: Build strong and lasting relationships with insurance industry leaders in product and distribution, while collaborating across the investment bank ecosystem to elevate the role of indexing within insurance.

Responsibilities

+ Develop and execute a sales plan for your defined territory with an eye toward driving new business and growing revenue in accordance with team goals and KPIs.

+ Maintain strong relationships with all key decisionmakers involved in new product development.

+ Manage inbound requests for index and marks usage, with an eye toward both IP protection and cross-sell and upsell opportunities.

+ Prospect for new client opportunities in close collaboration with Product Management.

+ Quarterback the entire end-to-end client relationship from new index ideation to post-launch support.

+ Develop fluency in a range of S&P DJI systems that facilitate in pipeline management and revenue recognition.

+ Develop proficiency in critical sales and commercial skills – including pricing, contract negotiation, cross-team collaboration – to facilitate business growth.

+ Work hand-in-hand with Product Management to understand the nuances of the product development process and S&P DJI’s index capabilities.

+ Maintain strong knowledge base of the insurance industry and of S&P DJI indices and value proposition.

+ Travel frequently to meet with clients in-person – estimated 30% of time.

Key Skills and Experience

+ 4-7 years of successful track record in a commercial role in a financial services firm

+ Excellent client relationships and sales and relationship management skills

+ Confident and experienced negotiator

+ Strong communication skills – written, verbal and presenting

+ Entrepreneurial mindset with willingness to roll up the sleeves and execute

+ Strong attention to detail

+ Knowledge of IP licensing a plus

+ Team player capable of operating collaboratively and with autonomy

+ Bachelor’s degree required; MBA considered favorably

Flexible Working

We pride ourselves on our agility and diversity, and we welcome requests to work flexibly. For most roles, flexible hours and/or an element of remote working are usually possible. Please talk to us at interview about the type of arrangement that is best for you. We will always try to be adaptable wherever we can.

Return to Work

Have you taken time out for caring responsibilities and are now looking to return to work? As part of our Return to Work initiative (link to career site page when available), we are encouraging enthusiastic and talented returners to apply, and will actively support your return to the workplace.

Compensation/Benefits Information (US Applicants Only):

S&P Global states that the anticipated base salary range for this position is $100,000 to $135,000. Base salary ranges may vary by geographic location. In addition to base compensation, this role is eligible for additional compensation such as a semi-annual incentive bonus plan.

This role is eligible to receive additional S&P Global benefits. For more information on the benefits we provide to our employees, visit https://www.spgbenefitessentials.com/newhires.

About S&P Global Dow Jones Indic e s

At S&P Dow Jones Indices, we provide iconic and innovative index solutions backed by unparalleled expertise across the asset-class spectrum. By bringing transparency to the global capital markets, we empower investors everywhere to make decisions with conviction. We’re the largest global resource for index-based concepts, data and research, and home to iconic financial market indicators, such as the S&P 500® and the Dow Jones Industrial Average®. More assets are invested in products based upon our indices than any other index provider in the world. With over USD 7.4 trillion in passively managed assets linked to our indices and over USD 11.3 trillion benchmarked to our indices, our solutions are widely considered indispensable in tracking market performance, evaluating portfolios and developing investment strategies.

S&P Dow Jones Indices is a division of S&P Global (NYSE: SPGI). S&P Global is the world’s foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the world’s leading organizations navigate the economic landscape so they can plan for tomorrow, today. For more information, visit www.spglobal.com/spdji .

What’s In It For You?

Our Purpose:

Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology-the right combination can unlock possibility and change the world.

Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress.

Our People:

We’re more than 35,000 strong worldwide-so we’re able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared