Head of Products - Credit Solutions, EMEA

  • Competitive
  • London, England, United Kingdom London England GB
  • Permanent, Full time
  • S&P Global
  • 15 Jul 18 2018-07-15

Head of Products - Credit Solutions, EMEA

JobDescription :

The Head of Product Europe, Credit Solutions in S&P Global Market Intelligence will lead the product management efforts in Europe and will work closely with the Leadership, Product Teams and Commercial to grow the Credit Solutions franchise and develop market strategies. The Head of Product Europe will play an important role in the development of short and long-term plans and initiatives, lead product development efforts for the region, and be the first point of contact for the commercial organization and partner with them to drive growth of ACV and usage in line with global and regional plans.

Specific Accountabilities for this position are as follows:

  • Serve as product manager and client use-case expert for RatingsDirect (desktop) and RatingsXpress (data feed), primary products of Credit Solutions for the delivery of ratings and research to the credit marketplace Be first point of contact and partner for the commercial organization on:
    • Definition of new market opportunity for Credit Solutions through "white space" (new clients) and "green field" (product penetration) analyses of client segments, and execution of tactical plans.
    • Creation of "user stories" for the RD, RX and CreditPro (default data) products based on client workflows
    • Meeting usage & annual contract value (ACV) growth target
    • Complex and new deals that require deeper knowledge of commercial principles of ratings IP
    • Representing Credit Solutions at external events (including creation and delivery of thought leadership)
    • Aggregating feedback from the markets on regulation, client trends and requirements, packaging of solutions
  • Partner with global Credit Solutions product managers (RX, RD, CPro) on implementation of strategy; assure stake holder buy-in across MI (commercial, segments, product, content, technology). Embed CS strategy within a broader market and product offering in Europe - co-ordinate with regional product and segment leads
  • Lead CPP for Credit Solutions in Europe and for global projects (product strategy, business case development, product owner within CPP framework, go-to-market)
  • Represent Credit Solutions in Europe with MI leadership (e.g. when visiting Europe)
  • Interactions with S&P Global Ratings:
    • Lead investor (and other market participant) outreach jointly with Ratings
    • Drive content and analytical initiatives unique to Europe or with strong client demand from Europe (e.g. local ratings, local language, covered bonds, leveraged loans) in line with European regulation and Ratings priorities
    • Communicate product strategy, progress on roadmap deliverables, facilitate training to stakeholders within analytic practices for the region

To effectively accomplish these, responsibilities will include:
  • Deep product knowledge and technical expertise of RatingsDirect, RatingsXpress and CreditPro
  • Ability to analyze usage statistics and other client reporting metrics
  • Evaluate sales pipeline, renewal rates, price optimization
  • Analyze the book of business and operating metrics, and drive go-to-market strategies
  • Developing "go to market" strategy for commercial teams for new markets, product enhancements and use cases
  • Collaborate with marketing and training teams to establish effective marketing programs, packaging & positioning collateral, training materials, and sales materials
  • Supporting major client relationships, client training, renewals and new business
  • Understand commercial and legal aspects of licensing usage of intellectual property
  • Understand European regulatory environment, including ESMA, IFRS 9/CECL, Solvency II and MiFID II regulations
  • Collaboration with commercial sales, segment product managers, Ratings division and legal/regulatory teams

Personality / profile required for the role:
  • Natural curiosity about our products and market trends and how we can serve them
  • Ability to influence, negotiate and build trust (sales, ratings, MI leadership), strong communicator
  • Command respect with senior audiences (internal and external)
  • Juggle multiple projects
  • Capable of constructing out resources from existing pool of talent in and outside of CS
  • Presentation skills (both in spoken and written formats), e.g. strategic plan development, ppt skills, client interaction skills
  • Collaboration across global teams and with multiple functional roles (also include: technology, data & content operations, client services)
  • Experience with ratings criteria, credit methodologies, fixed income markets
  • Tech savvy - understand latest technologies for desktop and feed product development

  • BS/BA Degree or educated by experience. (MBA preferred)
  • progressively responsible professional experience within sales and/or product management
  • In depth knowledge and understanding of credit rating agency products and services
  • Demonstrated ability to manage small team and work cohesively across groups
  • Capable and confident in working remotely from senior management and across time zones
  • European language skills