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S&P Global Director Business Developer and Relationship Manager in South Africa

Director Business Developer and Relationship Manager

Grade 12 (for internal purposes)

_The Location_:

Johannesburg

_The Role_:

is responsible for finding and winning new business from currently unrated entities across the Corporate, FI, Insurance, Sovereign and Public Finance sectors in SSA. Then retaining and developing those relationships alongside other clients we already have on our books, selling a broader set of products into the entities to increase revenues and working to ensure via regular and consistent RM outreach that they are happy in their relationship with S&P. To be part of a team with a can do attitude and a strong team ethic.

_Key skills required_:

  • An outgoing personality; the ability to lead the development of strong rapport

  • A self-starter; someone with a drive to proactively connect with the market

  • An inquisitive mind-set; the ability to drill into trends to establish what they mean for S&PGR and to use that to determine where to spend time and the right sales messaging

  • A strong team player; able to collaborate openly with colleagues and a willingness to synthesise feedback from different parties to define and refine the right sales approach

  • A willingness to travel; happy to travel around SSA to execute FTF sales activity

_The Impact_:

Acts as a principal point of contact for a set of named prospects and clients in SSA. Responsible for winning, maintaining and growing revenue within these accounts and collaborating appropriately with other parts of S&P Global to widen and deepen the relationship S&P Global has with the client. The orchestrator for all key non-analytical relationship issues across the designated prospect base and client portfolio.

_What is in it for you_:

  • Exposure to C-suite and one-down management of major Banks, Corporates, Insurance companies, Governments and Public Sector entities

  • Being part of an innovative culture to deliver new product solutions

  • Helping to provide credit risk and other risk management solutions to your prospects and clients, challenging them to think differently and reshaping their perspective on S&P Global Ratings

  • To be part of a global company, focused on supporting personal and professional development

_Responsibilities_:

  • Developing strong 2-way relationships with prospects and clients to achieve revenue targets and meet account projections

  • Devising account plans to win business and then broaden client revenue streams, expanding the range of products provided to those entities

  • Managing complex negotiations and re-negotiations of commercial contracts

  • Identifying upsell and cross sell opportunities. Utilising market knowledge and intelligence gleaned from clients to work collaboratively with Ratings Product Development and other segments of S&P Global in order to maximize opportunities and develop new products

  • Assessing market developments to determine the opportunities for product evolution and enhancement to help grow the S&P Ratings business

  • To operate within the Regulatory and Compliance frameworks laid down by the organization

    • Responsibility for insight sales, ability to deploy a range of skills - techniques in order to meet revenue and account projections based upon a detailed understanding of the client and their market.

Manage post sales customer care and inquiries

  • To update the Salesforce CRM system with details of interactions undertaken

_What We Are Looking For:

_

  • Broad experience of sales and relationship management in a Financial Services setting

  • An outgoing person with the ability to connect with prospects, customers and other market intermediaries to develop strong, long term and mutually beneficial relationships, to understand customer problems and to be able to implement a solution strategy to meet the client s needs

  • An ability to use insight selling skills to identify opportunities, priortise them and see them through to a solution. An diligent and organised self-starter

  • A broad understanding of the business needs of Corporates, Banks and Insurance entities, plus other market stakeholders in the ratings industry such as intermediaries and investors

  • Broad knowledge of S&P Global and S&P Global Ratings, in particular our products and services and how they relate to customers

  • An ability to identify and delve into market trends to synthesise well thought through opinions

_Basic Qualifications_:

Bachelor Degree plus 5 years of experience in financial services sales and - or relationship management

_Skills_:

  • Strong insight sales skills to establish prospect and client needs and identify solutions to these needs

  • Demonstrated strength in effective influencing, negotiation, interpersonal and communication skills

  • Effective communication skills, both orally and in writing. Public speaking skills and the ability to deal with people at all levels with an organization

  • Strong commercial acumen and an understanding of how to monetize solutions and drive product development

    • The incumbent must display high energy levels - can do attitude
  • Strong emotional intelligence and team player attitude

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