Senior Associate, Client Coverage

**About the Role**:
**Grade Level (for internal use)**: 11
S&P Dow Jones Indices
Senior Associate, Client Coverage - German Speaking
The Role
We are seeking a Senior Associate, Client Coverage based in Frankfurt, covering German speaking European clients. The role is tasked with being responsible for licensing S&P Dow Jones index data/IP, relationship management and client prospecting, and, in general, expanding the firm’s commercial footprint within the assigned client base.
The European Client Coverage team is part of the European Commercial Group and is responsible for sales and licensing of intellectual property and index data 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, market data consumers and redistributors, insurance companies, proprietary trading firms, exchanges and other key market participants who rely upon our world-renowned indices, research, and commentary.

**Responsibilities**:
You will be an ambassador for S&P DJI and cultivate a high-performance culture of client-centrism and partnership, disciplined execution, collaboration, innovation, and integrity.
Meet annual individual sales targets and generate incremental revenue from assigned territory, accounts, and client segments.
Manage and expand the S&P DJI commercial footprint with existing client relationships and prospect/convert for new licensees; identify key decision makers and influencers with target prospects
Generate revenue through index licensing for investment product issuance, data sales for internal use and/or redistribution, custom index calculation services, etc.
Consultatively sell index data and solutions; collaborate with internal stakeholders to develop new concepts to meet client needs
Monitor use of index data among assigned clients, understand evolving landscape of index and related product usage, conduct forensic reviews to ensure compliance with licensed terms
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.
Improve awareness of our brand and product offering, broadening client contact points with SPDJI stakeholders including colleagues from research & design, product management and other teams
Generate new contract documents, process sales orders and coordinate new deal process and invoicing with legal and finance teams
Service existing products/billing/client queries within assigned client base; use internal CRM systems to maintain pipelines/leads, the details of sales activities, meeting memos
**Key Skills & Experience**:
Proven industry experience in investment product and market data sales, equity/index structuring and/or sales, institutional sales and/or wholesaling of investment products
Established relationships with asset management firms, investment banks, hedge funds, proprietary trading firms and other market participants considered favourably
Good understanding of the ESG market and how different ESG Factors impact the investment decision making process
Fluency in OTC/securitized products, ETFs, mutual funds, SMAs, collective trusts, etc.
Experience in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales
Knowledge of the investment/trading/hedging process, decision making protocol, roles played by and relationships with various intermediaries (i-banks, asset managers, custodians), etc.
Fluency and experience in key investment trends including indexing, volatility, factor investing, ESG, multi-asset class solutions and related themes.
Effective client communication skills in conversational speech, writing, and public speaking; and a personable attitude required to get things done within a matrix structure.
Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results.
Bachelor’s degree required; CFA or certification holders considered favorably
At least 3 years of successful track record in a revenue generation role
**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, Restart, we are encouraging enthusiastic and talented returners to apply, and will actively support your return to the workplace.
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