Global Head of Commercial Excellence
- Employer
- S&P Global
- Location
- New York, USA
- Salary
- Competitive
- Closing date
- Aug 2, 2021
View more
- Job Function
- Marketing and Public Relations
- Industry Sector
- Finance - General
- Employment Type
- Full Time
- Education
- Bachelors
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The Role: Global Head of Commercial Excellence Grade (relevant for internal applicants only): 15/16 The Location: US or UK
As the Global Head of Commercial Excellence, you will collaborate with our SPDJI CEO, Chief Commercial Officer and leadership team to develop a compelling go-to-market strategy, adapting proactively to the changing macro environment and dynamic opportunities in the global marketplace. You will be an ambassador for the SPDJI brand and lead with a strategic approach to client engagement, enhancing the end-to-end client experience from driving business growth to sales conversion, and post-sales support. You will leverage digital approaches, deepen customer and market insights, and lead with a data and metrics driven orientation. You will partner with the SPDJI leadership team to deliver mid-to high single digit top line growth.
You will lead, inspire, develop, and grow a center of commercial excellence that includes marketing, research, sales operations, post-sales support, and build new capabilities including client data analytics and pricing expertise. You will cultivate a high-performance culture of client-centrism, disciplined execution, collaboration, innovation, and integrity. You will strengthen commercial operations to drive greater efficiency and strengthen controls.
Responsibilities:
Go-to-Market Strategy:
Qualifications:
Industry/customer knowledge:
The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.
MRKTNG102 - Senior Management (EEO Job Group)
Job ID: 262805
Posted On: 2021-07-13
Location: New York, New York, United States
As the Global Head of Commercial Excellence, you will collaborate with our SPDJI CEO, Chief Commercial Officer and leadership team to develop a compelling go-to-market strategy, adapting proactively to the changing macro environment and dynamic opportunities in the global marketplace. You will be an ambassador for the SPDJI brand and lead with a strategic approach to client engagement, enhancing the end-to-end client experience from driving business growth to sales conversion, and post-sales support. You will leverage digital approaches, deepen customer and market insights, and lead with a data and metrics driven orientation. You will partner with the SPDJI leadership team to deliver mid-to high single digit top line growth.
You will lead, inspire, develop, and grow a center of commercial excellence that includes marketing, research, sales operations, post-sales support, and build new capabilities including client data analytics and pricing expertise. You will cultivate a high-performance culture of client-centrism, disciplined execution, collaboration, innovation, and integrity. You will strengthen commercial operations to drive greater efficiency and strengthen controls.
Responsibilities:
Go-to-Market Strategy:
- Lead SPDJI's brand, channel (direct and indirect) and product marketing globally, focused on key strategic pillars (e.g. reinforce focus on key accounts, growth in international markets, ESG, etc.).
- Work with Chief Commercial Officer to develop a top to bottom market segmentation and deeper understanding of customer needs and competitive positioning using data-driven and quantitative approach.
- Define/refine company-wide pricing policies and guidelines - providing account-level pricing intelligence and ensure pricing governance.
- Support enhancement of investment and commercial research capabilities with a commercial lens to proactively support go-to-market activities, building SPDJI's position as thought leader in indices investment strategies across all asset classes and products.
- Establish Commercial Data Analytics capability to enable data-driven decision making on commercial opportunities
- Reach and connect with customer segments through digital/social, print collateral, event, and other non-traditional media channels in addition to traditional events-based marketing.
- Ensure outsourced creative efforts achieve goals, best partners are being used, and industry/functional best practices are adopted.
- Defend and extend SPDJI's strong brand equity value beyond indices to broader financial services/fintech and oversee global branding and messaging.
- Build dedicated Sales Operations capability to enhance our end-to-end sales process
- Expand inbound Client Service team into dynamic, digitally driven client engagement center with inbound & outbound/ lead generation capability.
- Leverage client data from Salesforce and digital marketing properties to inform efforts across SPDJI (Sales, Marketing, Research, Product). o Institute and track metrics to measure awareness, reputation, NPS, brand "stickiness" across key audience segments, and customer satisfaction ratings
- Serve as a voice of the customer, providing external insights to the leadership team.
- Drive and enable strategic partnerships with key external parties, e.g. advertising agencies, branding consultants, media channels.
- Lead and inspire a high-performing global Client Experience / Engagement team.
- Support change management and ensure cohesive integration of existing functions (e.g. Marketing and Research) into the commercial organization.
- Hire, develop, upskill, & retain A player talent with competencies for the future (e.g., digital).
- Delegate and empower with the right structures, goals, metrics, resourcing to drive alignment and results.
- Foster greater openness, transparency and collaboration between Marketing, Research, Sales, Product, Communications, and across S&P Global.
- Develop KPIs, dashboards and other metrics tied to the financial goals of the overall business
- Partner with Chief Commercial Officer, sales leaders, Marketing, and key account managers to align focus and distribution of channel and account-level marketing spend
- Partner with internal stakeholders to create a balanced approach to compliance & risk
Qualifications:
Industry/customer knowledge:
- 15+ years of commercial leadership experience
- Bachelor's degree required; MBA and/or CFA degree preferred
- Extensive industry knowledge about most impactful trends and future direction of the core index, asset, wealth and capital markets industries
- Established brand and reputation in the index industry ecosystem and viewed as a thought leader
- Held a senior position in a global company with multi-country responsibility and demonstrated cross-cultural effectiveness
- Effectively lead a successful global salesforce organization
- Demonstrated ability to design, drive and pace organizational change and bring others along o Demonstrated ability to harness client data and digital marketing potential to transcend client awareness into demand for new solutions o Experience interfacing and negotiating with senior level stakeholders o Experience leading through Mergers and Acquisitions
- Risk management and development of governance frameworks aligned with the Commercial function
- Ability to understand and balance short-term targets while achieving long[1]term growth for the business
- Analytical acumen and ability to leverage data for insights
- Ability to delegate and empower the right people, set up the right structures, goals and metrics, and set high standards and move fast o Must be able to collaborate with peers as part of a cross-functional senior leadership team and as a partner to key stakeholders
- Ability to navigate the complexities of a global matrix organization, JV board, and multiple stakeholders
The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.
MRKTNG102 - Senior Management (EEO Job Group)
Job ID: 262805
Posted On: 2021-07-13
Location: New York, New York, United States
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