Title: Associate Director/Director, Head of Inside Sales
Grade: 12/13 (for internal use only)
Location: New York preferred
As the Head of Inside Sales, you will focus on positively impacting sales productivity within SPDJI. You will manage a global team that drives customer quality, insights, process efficiencies and technology enablement in support of SPDJI's commercial strategy. You will lead sales process improvement, tool enhancements and analytics that build efficiencies and support spectacular sales growth. You will develop strategies for Inside Sales globally, set and handle the logistics of the organization and drive plans into action. You will oversee Inside Sales within the organization through a variety of roles and functions including strategy, data analysis, hiring and training, forecasting, CRM implementations, and sales process optimization.
You will have the exciting opportunity to shape the way business is done internally and globally within SPDJI. This is a highly collaborative role requiring you to partner with and influence all functions across SPDJI. You will report to the Head of Commercial Excellence and work hand in hand with multiple teams including: Commercial Data and Analytics, Client Coverage, Channel Management, Legal, Finance as well as other cross functional teams. You will foster close working relationships with key stakeholders to ensure the commercial organization's operations is successful for all revenue operations, engagements, and deliverables. You are highly motivated with a high degree of focus on detail, process innovation and customer service.
Lead a team of 2-3 Regional Inside Sales Managers who act as sales enablement mangers directly managing 2-4 Sales Associates in their regional territories
Manage the effectiveness of sales efforts, and ensure that they are aligned with the overall business objectives
Design processes and trainings that enable visible and transparent management while utilizing available tools, or implementing new ones, to increase sales effectiveness
Ensure the availability of proper sales training, and oversee planning and management for roles, responsibilities, values, and ROE of the global Inside Sales team
Refine and automate internal processes to streamline sales operations and reporting
Actively identify opportunities to automate and simplify sales process
Help align planning, forecasting and budgeting initiatives with business objectives in addition to developing departmental goals
Mentor inside sales personnel, helping them navigate their duties, career progression, and personal development
Work collaboratively with our HR business partners in refining the criteria for the department's recruitment to determine effective performance in the department
Periodically meet with team on the ground to see market conditions globally
Foster an environment of professional development within the organization
Assist sales in driving sales growth strategies and ensuring that these strategies are adopted at all levels of the department
Identify solutions and technologies that drive sales efficiency, market share and revenue growth
Develop mutually agreed KPIs/OKRs tied to the financial/productivity goals of the overall SPDJI business and measured on a quarterly basis and resulting in actions and related business results achieve
Help bridge the gap with the Data and Analytics team by analyzing sales metrics (sales effectiveness/reporting/performance)
Enhance data collection and reporting within the sales department
Identify opportunities for growing the business's sales and communicating key messages
Define roadmaps and recommendations for learning and enablement for Client Coverage team.
Provide guidance to the business and senior management about ways to discover new client relationships and help expand existing client relationships
Partner with Sales Leadership and proactively drive analysis and change management to improve productivity & efficiency in the Sales organization
Partner with cross-functional teams to design and implement all operational processes that impact the productivity of the sales team and efficiency of the lead to quote to cash cycle
Work with key stake holders across the business; Sales, Data Product Management (DPM), Channel Management, Client Services, Marketing and Product Management (PM), Legal, Data and Analytics, Finance, Pricing etc., to develop innovative integrated plans and strategies for the purpose of reaching mutually agreed upon targets and efficiencies in sales operations workflows across the commercial organization.
Work in cross divisional teams across the S&P Global umbrella to ensure smooth integration into global initiatives
Streamline sales processes/strategies and enhance visibility of pipeline management.
Work cross-functionally, particularly with Sales, DPM, Channel Management, Client Services, Marketing and PM to identify and build the content and tools the sales team needs to be more effective, particularly focused around enhancements within Salesforce.
Act as a trusted advisor to the Sales team and work closely with Sales and leadership to define and communicate expectations and processes.
Partner with Sales and Index Data Services to support data sales (e.g. pricing, extensions, usage reports)
Bachelor's degree in a related field
5+ years of sales, or related experience and 1+ years of experience managing teams
Ability to see opportunities to improve the sales process, partner with teams, document requirements, and develop a prioritized plan to implement
Solid understanding of sales analytics, including pipeline health, forecasting, sales efficiency, and data quality
Previous Salesforce experience required
Strong project management skills, highly organized but entrepreneurial with a desire to act quickly
Strong discipline around long term planning as well as near-term pipeline tools and reporting
Ability to make difficult decisions and set priorities based on imperfect information
Able to implement change management to administer process improvements in large-scale sale operations functions
Able to influence senior leadership and provide strong cross-functional collaboration across the organization
Excellent communication skills
Well-balanced strategic and operational mindset
Demonstrable experience in scaling sales operations infrastructure for hyper-growth B2B operations
1+ years of proven experience leading a team and mentoring them to achieve career goals
Experience in sales operations/support, managing complex product contracts and data licenses
Previous experience working across a fast-paced matrix organization partnering with cross-functional teams
Demonstratable leadership and influencing skills in a team setting, including extended teams where members are not always direct reports
About S&P Dow Jones Indices
At S&P Dow Jones Indices, our role can be described in one word: essential. We're the largest global resource for index-based concepts, data and research, and home to iconic financial market indicators, such as the S&P 500(r) and the Dow Jones Industrial Average(r). More assets are invested in products based upon our indices than any other index provider in the world; with over 1,000,000 indices, S&P Dow Jones Indices defines the way people measure and trade the markets. We provide essential intelligence that helps investors identify and capitalize on global opportunities.
S&P Dow Jones Indices is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence. For more information, visit www.spdji.com .
Compensation/Benefits Information (US Applicants Only):
S&P Global states that the anticipated base salary range for this position is $100,100 to $228,700. Base salary ranges may vary by geographic location.
In addition to base compensation, this role is eligible for an annual incentive plan.
S&P Global has a Securities Disclosure and Trading Policy ("the Policy") that seeks to mitigate conflicts of interest by monitoring and placing restrictions on personal securities holding and trading. The Policy is designed to promote compliance with global regulations. In some Divisions, pursuant to the Policy's requirements, candidates at S&P Global may be asked to disclose securities holdings. Some roles may include a trading prohibition and remediation of positions when there is an effective or potential conflict of interest. Employment at S&P Global is contingent upon compliance with the Policy.
S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.
If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.