Director, Sales Specialist-ESG

Fitch Solutions ESG division is currently seeking an ESG Sales Director based out of our New York location.  In this high-profile sales role, you will be part of the dedicated ESG Sales team, reporting to the Global Head of ESG Sales, with direct responsibility for all ESG Sales product sales across the Americas.   You will be working alongside Fitch Solutions Account Managers, with responsibility for delivering net sales of ESG products, driving commercial growth of Fitch’s new ESG division, Sustainable Fitch.

What We Offer:

• Opportunity to lead Fitch Solution’s efforts in driving top line sales growth of the firm’s set of ESG offerings in the assigned territory
• For ESG products, lead new logo, cross-sell, upsell sales efforts to prospective businesses and organizations in order to ensure sales goals are met or exceeded & avert cancellations. 
• Land ESG sales specifically preserving and growing ESG product relationships with clients thereafter – additional ESG needs, application of our product data to additional known further use cases as well as new ones emerging within our clients growing needs and regulatory changes. 
• Work with regional and global management plus other sales groups in developing and executing strategic sales to generate new business and identify market opportunity for the Fitch ESG business.  Collaborate with subregions/teams within the region in executing the ESG sales agenda

We’ll Count on You To:

• Create and implement Americas sales strategy for Fitch Solutions ESG vertical, liaising with the necessary internal stakeholders where required
• Drive new business sales in the Americas through direct client engagement, including identifying new prospects, initial engagement and sales negotiations
• Identify key personas across target clients for each ESG product sub-set
• Lead one-to-one meetings with Chief Investment Officers, Heads of ESG, Heads of ESG Risk Management and ESG Investment 
• Collaborate with Account Managers to cross-sell ESG products into existing accounts
• Work closely with other ESG Sales Directors in the Americas to build a consistent sales approach for new prospects and existing customers
• Support the business with ESG market technical knowledge, including competitive intelligence
• Work closely with the Product, Market Development and Marketing teams to ensure our value proposition is well crafted for new products and is well connected to our sales opportunity landscape
• Drive organizational ESG knowledge and expertise across account management, product and other functions through training and support for product sales, client service and retention. 
• Shape and position new product offerings to be in line with market demand and needs
• Support the business with ESG market technical knowledge, including competitive intelligence
• Grow the sales pipeline and increase the pipeline conversion rate for ESG
• Accurately report revenue forecasts and manage pipeline progression in Salesforce
• Consistently achieve sales activity KPIs
• Gather feedback from customers or prospects and share it with internal teams
• Respond to request for proposals and information and assist with scoping exercises in conjunction with colleagues in the wider sales teams
• Represent Fitch Solutions products and services that require strong knowledge in ESG investment
• Travel within North America as required to meet with clients and prospects

What You Need to Have:

• Significant experience in Sales/Business Development in the ESG investment and ESG data arenas
• Proven track record in developing new business and growing revenue streams
• Extensive engagement experience in the asset management, asset ownership, banking and capital markets sector, including both sales and service delivery
• Ability to generate new business opportunities by thoroughly understanding Fitch Solutions ESG data and its service lines and actively assessing and presenting ways to apply knowledge and services
• Proven ability to persuade and negotiate effectively       
• Ability to call upon clients, define their needs and respond with relevant products and services
• Extensive financial institution contacts, ideally across buys-side, asset owners, and sell-side
• Understanding of ESG investing, investment process and workflow, data use and needs in ESG investing, evolving ESG market themes including regulation and standards.
• Understanding of ESG risk management requirements in strategic decision making, risk identification, risk quantification / quantitative modeling, risk management framework development and implementation with an emphasis on how ESG data is used in this context

What Would Make You Stand Out:

• A capable, articulate, personable and energetic self-starter with strong written and verbal communication and interpersonal skills
• Highly self-motivated: ability to generate ideas and demonstrate initiative, tenacity and perseverance    
• Team player with ability to work successfully within immediate team and the broader products and services team globally
• Experienced with interfacing with senior management and executives especially in client project situations
• Strong time management and organizational skills.  Ability to multitask and prioritize tasks efficiently is critical
• Ability to thrive under pressure and demonstrate flexibility to meet tight deadlines
• Willing to travel extensively regionally

Why Fitch?

At Fitch Group, the combined power of our global perspectives is what differentiates us. Our global network of colleagues comes together to accomplish things greater than they ever could alone.

Every team member is essential to our business and each perspective is critical to our success. We embrace a diverse culture that encourages a free exchange of ideas, guaranteeing your voice will be heard and your work will have an impact, regardless of seniority.

We are building incredible things at Fitch and we invite you to join us on our journey.

Fitch Solutions provides data, research and analytics that help clients excel at managing their credit risk, offer deep insight into the debt investment market and provide comprehensive intelligence macroeconomic environment. All available on our platform, Fitch Connect, designed and built using our credit, macro and industry expertise to help you make more informed decisions.

Fitch Group is a global leader in financial information services with operations in more than 30 countries. Wholly owned by the Hearst Corporation, we are comprised of three main businesses: Fitch Ratings | Fitch Solutions | Fitch Learning.

For more information please visit our websites:  

www.fitchratings.com | www.fitchsolutions.com | www.fitchlearning.com | www.creditsights.com

Fitch is committed to providing global securities markets with objective, timely, independent and forward-looking credit opinions. To protect Fitch’s credibility and reputation, our employees must take every precaution to avoid conflicts of interests or any appearance of a conflict of interest. Should you be successful in the recruitment process at Fitch Ratings you will be asked to declare any securities holdings and other potential conflicts prior to commencing employment. If you, or your immediate family, have any holdings that may conflict with your work responsibilities, you may be asked to divest yourself of them before beginning work.

Fitch Group is proud to be an Equal Opportunity and Affirmative Action Employer. We evaluate qualified applicants without regard to race, color, national origin, religion, sex, sexual orientation, gender identity, disability, protected veteran status, and other statuses protected by law.

Salary:

Expected base pay rates for the role will be between $150,000 and $170,000. Actual salaries will be determined on an individualized basis and may vary based on factors including but not limited to education, training, experience, past performance, and other job-related factors. Base pay is one part of Fitch’s total compensation package, which, depending on the position, may also include commission earnings, discretionary bonuses, long-term incentives, and other benefits sponsored by Fitch. 

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