Director, Client Coverage, Insurance, North America

Position: Director – Insurance - Client Coverage, North America
Location: (US Virtual or Office in NYC or Chicago)
Grade level: 13 (internal use only)
Team: The North American Client Coverage team is responsible for licensing of intellectual property and sales of index data packages of S&P Dow Jones Indices. Additional responsibilities include establishing and building strong relationships with clients, prospecting for new index customers and managing/expanding the commercial footprint of S&P Dow Jones Indices within their prescribed territory. S&P DJI maintains relationships with investment banks, asset managers, ETF issuers, market data consumers and redistributors, insurance carriers, proprietary trading firms, exchanges and other key market participants who rely upon our world-renowned indices, research, and commentary.
Role: Director - Client Coverage, North America, is an external sales role with assigned existing and prospective clients. You report to the Insurance Sales Team / Group leader in Client Coverage and serve as a senior leader within the insurance sales team. The role can be physically based or virtual in the United States.
Impact: As a director in client coverage you serve our customers directly and generate the revenue, which is the fuel for our growth. You help our clients solve problems by intimately knowing how they differentiate their offerings to their clients. You help them understand our capabilities and where to apply our solutions, and you direct them to our collaborative approach to the design of index solutions across asset classes. You are a leader and team player in our insurance group seeking to expand our market share with insurance carriers in all of their index-linked product areas, with a focus on fixed index annuities, registered index-linked annuities, and indexed universal life. That insurance group is a combined team of marketing, sales specialist and channel people who augment our client coverage (sales) team to address the full product lifecycle from pitch to negotiation to launch, with post-launch support that can help accelerate product growth. Your team establishes a close and collaborative partnership with S&P DJI’s product team to provide innovative solutions capable of increasing our revenue and our margins in insurance licensing.
What’s In It For You

• Drive adoption of multi-asset indexing and other innovative index strategies in the Insurance space helping us defend our position as the index leader in the field.
• Own important revenue growth and new product adoption metrics for insurance opportunities in our largest global sales region.
• Refine sales and relationship development skills and experience with both formal and on the job training while holding a position of responsibility in the implementation of our North American insurance strategy.
• Hone advanced skills in partnership development and intellectual property deal structuring and negotiation from a multi-disciplinary team with decades of experience in the industry.
• Build strong and lasting relationships with insurance industry leaders while partnering with our bank client coverage team to work with some of the most innovative investment bank structuring teams seeking to hedge insurance carrier risk.
• Sit at the forefront of innovation in indexing for life and annuity product design. Be part of an innovative and growing firm with a well-established brand and compelling intellectual property and data offering
• Capture “voice of the customer” and competitive information that directs and enables the design of the next generation of multi-asset solutions.
• Join a proactive and fast-paced team within an area of S&P DJI poised for further growth with a commitment for further investment.

Responsibilities

• Develop and execute a territory sales plan for Insurance and Insurance Marketing Organizations clients you are assigned to, with a focus on the largest Life & Annuity carriers:
• Work in partnership with our bank sales team and work independently to identify new licensing opportunities to monetize S&P DJI intellectual property (IP) for investment product usage by Insurance Carriers.
• Strategically manage, grow, and expand our footprint, revenue, and profitability
• Develop proficiency in critical skills which enable the Insurance Group meets sales goals
• Meet annual team sales targets and team milestones and KPIs and generate incremental revenue from assigned territory, accounts, and client segments by proactively prospecting for new business and always expanding your contacts with customers.
• Form and lead teams of colleagues who are specialists in marketing, product management, or channels focused on wealth managers and insurance to provide insights to clients and better serve and support their needs
• Learn our product development process and how we price each type of opportunity. Know our products and capabilities to collaborate and innovate to be able to effectively position us as a preferred partner
• Evaluate assorted client requests for use of indices and marks and prescribe appropriate commercial terms predicated on specific use case, competitive positioning, and assurance of IP protection.
• Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to the company and our clients.
• Service existing products/billing/client queries within assigned client base; frequently use internal CRM systems to maintain pipeline with new opportunities
• Travel frequently covering a large geographic territory to meet with clients and attend industry events throughout the United States

Key Skills & Experience

• Effective client communication skills in conversational speech, writing, and public speaking; and a personable attitude required to get things done within a matrix structure.
• Bachelor’s degree required; advanced degree, CFA or other relevant certification holders considered favorably
• Mature team player able to bring together all S&P Dow Jones Indices’ resources in Product Management, Marketing, Channel, and Sales Specialist teams to address client problems and opportunities.
• Proven financial services industry experience with ability to quickly understand how indices are licensed and used by insurance carriers and investment bank structuring teams.
• Ability to learn and then describe some of our most advanced and innovative index capabilities in risk control, intraday trading, and multi-asset indices.
• Experience in navigating difficult conversations such as resolving accounts receivable and other billing issues in close partnership with our finance team while maintaining a professional and positive overall relationship with the client firm.
• Able to balance strong ownership of our business objectives with humility for who is contributing and how credit is shared among a complex and high functioning team of commercial and product team members.
• Continuous learner bringing basic knowledge of the investment/trading/hedging process, decision making protocol, roles played by and relationships with various intermediaries
• 7-10 years of successful track record in a financial services firm in a commercial role
• Deep relationships with clients and participants in the life & annuity value chain

Compensation/Benefits Information: S&P Global states that the anticipated base salary range for this position is $150k to $200k. Base salary ranges may vary by geographic location. This role is eligible to receive S&P Global benefits. For more information on the benefits we provide to our employees, visit https://www.spgbenefitessentials.com/newhires.
About Company Statement
S&P Global delivers essential intelligence that powers decision making. We provide the world’s leading organizations with the right data, connected technologies and expertise they need to move ahead. As part of our team, you’ll help solve complex challenges that equip businesses, governments and individuals with the knowledge to adapt to a changing economic landscape.
S&P Global Market Intelligence partners with customers to broaden their perspective and operate with confidence by bringing them leading data sources and technologies that embed insight in their daily work.
Equal Opportunity Employer
S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.
If you need an accommodation during the application process due to a disability, please send an email to: [email protected] and your request will be forwarded to the appropriate person. 
US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.
40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)
Job ID: 291870
Posted On: 2023-08-28
Location: New York, New York, United States