About the Role: Grade Level (for internal use): 12
The Team: This is an exciting opportunity to join the C&RS Sales Team, a focused and dynamic team focused on growing the C&RS business including Credit Solutions (RatingsDirect and RatingsXpress), Risk Solutions (Credit Analytics, RiskGauge, Scorecards and Analytical Services) and Third Party Risk (KY3P and Supplier Risk Indicators). The C&RS Sales Team is supported by a team of Pre Sales Engineers to provide deep subject matter expertise to support renewal and new business conversations.
Responsibilities and Impact: The C&RS business has a strategic plan to be a $1 Billion business globally by 2026 and is a significant contributor to the overall growth of the Market Intelligence (MI) Division. C&RS has senior executive commitment to invest where needed to fuel this growth. The Corporate sector is a priority area targeted for these investments, including new credit workflow tools and data coverage. We are looking for Sales Specialists who can focus on this segment and deliver returns on those investments.
We are at the forefront of solving new challenges for clients as the market and regulatory landscape continues to change. For example:
- Providing tools and Analytics that underpin large global corporations moving toward customer and supplier credit assessment workflow automation.
- RatingsDirect's rich and timely research helps clients understand the potential impact on their credit decisions from current global themes such as inflation, volatility in interest and default rates, and regional conflicts.
- Helping clients establish robust frameworks for integrating ESG factors into their Credit Assessment frameworks and understanding the potential impact of ESG on their credit portfolios.
Sales of the C&RS suite of products frequently drive sales of additional Market Intelligence desktop, workflow and data feed solutions fueling growth beyond the C&RS business, contributing to growth across MI and other divisions of S&P Global.
This is a critical role in the C&RS Sales organization. As a Senior Sales Specialist, you will be part of a dynamic team demonstrating the growth potential of the C&RS suite with dedicated sales focus in the Corporate segments. You will have the opportunity to influence product and commercial strategy providing the voice of the customer based on your knowledge of customers and competitors and feedback from client conversations. As the C&RS business grows, there will be opportunities for growth as a Senior Sales Specialist.
The complimentary nature of C&RS products with other solutions across the MI means you will have opportunities to build relationships with stakeholders across the MI division and across S&P Global.
As a Sales Specialist your responsibilities will include:
- Meet individual growth goal/quota which can be achieved through selling new C&RS products into existing and new clients in the Corporate segments.
- Build and execute on book of business/territory strategy and identify opportunities for growth and expansion.
- Research, develop and execute on prospecting and other initiatives to engage with prospects in collaboration with the Market Development and Marketing teams.
- Adopt structured and disciplined approach to tracking activity, pipeline accuracy and forecasting.
- Adopt a customer focused, diagnostic selling approach.
- Identify and develop revenue synergy and cross-sell opportunities.
What We're Looking For:
The C&RS sales organization values partnership, relationships and communication. It is crucial that you model these attributes. In addition, we are looking for:
Basic Required Qualifications:
- A strong commercial mindset. Prior experience selling to, speaking to, or interacting with credit personas in Corporate segments is an advantage. A genuine interest in and ability to learn about credit workflows and personas, developing the industry specific knowledge necessary to have credible diagnostic conversations.
- Strong communication, organization, presentation, and negotiation skills. Confidence in meetings, presentations and dealing with prospects and customers remotely and in person.
- Creative thinking and problem solving to drive solutions that address client needs with the C&RS suite of solutions.
- Collaboration with sales teams and other stakeholders across the C&RS business and across Market Intelligence to identify and drive synergy and cross-sell opportunities.
- Bachelor's or Master's degree in a relevant discipline.
- Five + years relevant experience.
- Highly proficient in MS Office and using CRM systems.
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