Associate Director, Sales & Business Development

Job Description

About Company Statement:

S&P Global delivers essential intelligence that powers decision making. We provide the world’s leading organizations with the right data, connected technologies and expertise they need to move ahead. As part of our team, you’ll help solve complex challenges that equip businesses, governments and individuals with the knowledge to adapt to a changing economic landscape.

S&P Global Mobility turns invaluable insights captured from automotive data to help our clients understand today’s market, reach more customers, and shape the future of automotive mobility.

The Role: Associate Director, Sales & Business Development

The Impact:

We are seeking a results-driven sales professional who will be responsible for working with senior executives (including C-Suite) at automakers (OEMs) and national sales companies (NSCs). Position will focus on overall strategic account growth, developing and maintaining executive relationships across the account base and collaborating with specialists to ‘clear path’ for engagement. In addition, position will be responsible for the retention and growth for the S&P Global market reporting, recall and dealer network planning offerings. The right candidate is adept at building strong relationships and gaining credibility as a trusted advisor while proactively working with Product Management to ensure proper positioning of complex solutions, customizing offerings to the clients, as required. This position will also maintain a thorough understanding of the automotive industry including industry trends, business processes and key competitors.

This senior sales professional works towards understanding the OEM's/NSC’s business, goals, strategies, industry trends and direction and how they map to S&P Global products and solutions. This role will lead multiple opportunities concurrently at different sales stages and have assigned revenue goals and objectives.

What’s in it for you:

Responsibilities:

• Develop and own overall account growth strategy for assigned account(s)
• Collaborate with sales specialists to create and advance strategies to achieve growth objectives and provide solutions-based offerings to enable prospective clients to achieve their goals in an effective and efficient process
• Generate a pipeline matching S&P Global solutions to current and future customer challenges & produce revenue in line with revenue growth target
• Frequently meet with customers in-person and virtually to maintain and grow business
• Represent and promote the company to c-suite and senior executives both internally and externally, clearing a path for sales specialist engagement
• Develop and maintain a high level of understanding and knowledge of S&P Global products and services offerings, and articulate them effectively to clients
• Provide functional account leadership and drive organizational accountability by reviewing account plans, monitoring and managing the sales pipeline, tracking progress against plans, ensuring accurate forecasting of revenue
• Ensure appropriate time is dedicated to meet annual sales objectives by monitoring progress against account plans on a regular basis.
• Positively manage change, both internally and externally
• Conveys Voice of the Customer (VOC) to management and product leads, as appropriate

What We’re Looking For:

• Bachelor’s degree mandatory, Master’s degree a plus
• Minimum of fifteen (15) years of automotive industry knowledge required
• Proven sales leadership to meet and/or exceed sales targets for a similar size and growth-oriented organization
• Exceptional written, verbal and presentation skills
• Experience developing and managing to account plans
• Experience with people leadership and promoting company culture
• Experience with sales planning and sales forecasting
• Knowledge of IHS Automotive’s products and services and their uses in client applications
• Excellent negotiation skills to achieve win-win outcomes
• Experience developing and writing proposals

Working conditions:

• Must live in Orange County area
• Position is in-office and onsite with Orange County based customers, with flexibility to work remote when needed

This role is limited to persons with indefinite right to work in the United States.

Flexible Working (optional)

We pride ourselves on our agility and diversity, and we welcome requests to work flexibly. For most roles, flexible hours and/or an element of remote working are usually possible. Please talk to us at interview about the type of arrangement that is best for you. We will always try to be adaptable wherever we can.

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 (link to career site page when available), we are encouraging enthusiastic and talented returners to apply, and will actively support your return to the workplace.

Grade/Level (relevant for internal applicants only): 12

The Location: Seal Beach, CA

Compensation/Benefits Information (US Applicants Only):

S&P Global states that the anticipated base salary range for this position is $100,000 and up. Base salary ranges may vary by geographic location and expertise.

In addition to base compensation, this role is eligible for a sales commission plan.