JobDescription : The Role: Commercial Banks Segment Product - European Lead The Location: The Grade: 12 (internal use only)
The Role: You will be responsible for accelerating revenues and usage, increasing market penetration, maintaining client retention rates, driving product adoption and ultimately growing our S&P Global Market Intelligence solutions business with the Commercial Banking client segment in EMEA.
The Impact: Through this role, you will have a direct and substantial impact on growing our market presence and brand. Using our data, news, research and analytics solutions, you will help shape how our Commercial Banking clients solve critical business challenges across various businesses and functions including commercial lending, risk management and corporate strategy.
Segment Leadership: Develop the regional commercial banking strategy as a component of the overall global commercial banking strategy. Build and champion business cases to gain investment and development resources for relevant projects/acquisitions etc. Work closely with the other regional Commercial Banking Segment leads to ensure global strategies fully reflect the regional perspectives and business cases are comprehensive and not limited to a single regions thinking.
Financial Execution: Through matrix influence lead the Commercial Banking business of S&P Global Market Intelligence in your region, specifically focusing on financial performance v's budget. Actively track performance against budgets and work with Commercial colleagues to achieve financial goals. Contribute regional insights into the annual financial budgeting process.
Product Adoption: Actively encourage adoption of solutions at existing clients. Work closely with Relationship Managers to identify and target areas for expanded usage and opportunities to increase user footprint. Establish yourself as a valued partner in account planning and strategy especially in regard to cornerstone accounts. Evaluate enhancement requests and prioritize as necessary to maintain/improve the existing user experience in your client base. Actively track performance against user and usage budgets and work with Commercial colleagues to achieve goals. Contribute regional insights into the annual user/usage growth budgeting process.
Drive New Growth (Organic): In collaboration with global initiative leads, identify and drive regional Go-To-Market activities in the Commercial Banking segment to maximize commercial impact, client value and return on investment. Leveraging existing product suite identify opportunities for further organic growth (e.g. new use cases, underpenetrated accounts etc.).
Drive New Growth (Inorganic): Identify and evaluate opportunities for growth through acquisitions or partnerships. Ensure potential areas of investment are aligned to the S&P Global Market Intelligence strategic plan and the Global Commercial Banking strategic plan. Develop and champion business cases, build stakeholder buy in and actively participate in due diligence, deal execution and integration activities as relevant.
Subject Matter Expert (Internal): Become the go-to expert in the region for Commercial Banking Segment workflows, and related competitor and industry intelligence. Develop a strong understanding of all our solutions and how they fit together to solve our clients problems. Evangelize our solutions and how they fit to the segments workflows and ensure sales, relationship managers and marketing are clear how to position the offering. Ensure other functions, e.g. Content, News etc. understand how they contribute to the commercial banking user experience and are aligned around the needs. Work with the Commercial Education team to provide insights and training to the commercial team to equip them to optimally position the solutions.
Subject Matter Expert (External): In conjunction with Marketing and External Communications teams promote S&P Global's brand and thought leadership position through speaking engagements at industry events, whitepapers, blogs, media comments etc. Become a recognized expert in the banking industry. Keep abreast of relevant developments in the market, e.g. consolidation, regulatory, FinTech, ESG, Cyber etc. and contribute your thoughts to the debate.
Stakeholder Relationships: Act as the Commercial Banking Segment leader on relevant regional forums ensuring the segment is represented. Build strong internal partner relationships across functions (Sales, Relationship Management, Marketing, News, and Product etc.) and drive collaboration and buy-in for your strategies. Work closely with other product management teams both in your region and globally and champion a 'one team' mentality.
Client Engagement: Meet regularly with clients and prospects to define needs, user profiles, and business requirements. Customize product roadmap messaging to the needs of the local market and present to clients as needed. Work with commercial leadership and account managers on critical accounts or prospects.
Project Execution: Ensure all owned projects are well documented in the project portal with thoughtful business cases, supporting market evidence and commercial support for expected income generation. If the project has potential use cases outside of the Commercial Banking Segment or any single region ensure that the full opportunity has been validated, sized and championed.
Product Development: Act as Primary Stakeholder on behalf of Financial Institutions Segment for assigned capabilities ensuring all perspectives are represented (Commercial Banking, Investment Banking, Investment Management, and Private Equity). Play an active role in all release specific activities from testing to release memos to launch.
One S&P Global: Partner with other S&P Global divisions where relevant to collaborate on opportunities relevant to the Commercial Banking Segment.
Must have a BA/BS in Finance, Economics, or related field
Must have certificates or follow-on degrees in Fintech, Securities, or Accounting
Must have extensive experience at financial institutions in a front office, strategy or credit risk capacity AND at a third-party vendor that services closely familiar with financial institutions
Must have extensive knowledge of SQL
Must have experience working in equity research covering large global investment banks
Must have experience selling technology products to large European banks
Must have expertise in supporting sales teams in executing on quotas and other commercial goals
Excellent language and written skills, with experience publishing research and news articles covering the financial services industry.
Must have strong understanding of wholesale banking, the operating models, key roles and workflows.
Deep interest in financial institutions industry landscape: market and competitive environment, regulatory developments, technology trends
Familiarity with and thirst to learn about emerging trends shaping the marketplace for data including automation, AI, machine learning, data visualization, etc.
Business development, cross-functional leadership & management experience with a demonstrable track record of influencing effective decision making
Strong organizational skills and ability to prioritize.
Excellent oral and written communication skills, with a high degree of comfort in client facing roles.
Open date: 19th August 2019 Closing date: 23rd September 2019 Salary: Competitive + Bonus
Internal Number: 6127961
About S&P Global
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