LCG BD - Regional Manager

Our client is an agile and innovative global analytics company driven by its mission to make markets function better. They are India’s foremost provider of ratings, data, research, analytics, and solutions. Their strong track record of growth, culture of innovation, and global footprint set them apart. Additionally, they have delivered independent opinions, actionable insights, and efficient solutions to over 100,000 customers.

Our client’s businesses operate in India, the US, the UK, Argentina, Poland, China, Hong Kong, and Singapore. They are majority-owned by S&P Global Inc., a leading provider of transparent and independent ratings, benchmarks, analytics, and data to the capital and commodity markets worldwide.

Responsibilities:

Business Development and Client Acquisition:

• Drive business origination by identifying and acquiring new clients for their credit rating needs related to bank loans, capital market instruments, securitization, and other debt instruments.
• Focus on onboarding mid-sized and large corporate clients.

Client Relationship Management:

• Serve as the primary point of contact for clients, building and maintaining long-term relationships.
• Ensure high client satisfaction by understanding their business needs and providing tailored credit rating solutions.

Sales and Revenue Management:

• Meet quarterly and annual sales revenue targets by generating new business and closing deals.
• Manage the entire sales cycle, from lead generation to contract closing, and monitor sales receivables to ensure timely payment.

Market Research and Intelligence Gathering:

• Stay informed about the market, including competitor activities, trends in the Indian Capital and Bank Loan markets, and industry-specific financial indicators.
• Conduct competitor analysis to identify new business opportunities.

Contract Negotiation and Deal Closure:

• Lead negotiations with clients to close deals, ensuring favorable terms for both and the clients.
• Oversee the contract closing process, ensuring that all legal and regulatory requirements are met.

Reporting and MIS Management:

• Maintain and update Management Information Systems (MIS) to track sales performance, client acquisition progress, and market developments.
• Regularly report on progress to senior management.

Client Acquisition & Networking:

• Network with lenders, investors, and market stakeholders to generate new business leads and opportunities for credit ratings.
• Identify unrated clients and competitor-rated clients, facilitating their migration.

Industry and Market Understanding:

• Maintain a thorough understanding of the client’s industry, including trends, business processes, financial measurements, and key competitors.
• Stay updated on changes and developments in the capital markets and the bank loan sector.

Sales Plan Execution:

• Build and execute geography-specific and service-specific sales plans.
• Identify sales targets and actively work towards achieving them by meeting with potential clients and presenting offerings.

Relationship Management and Communication:

• Develop and manage client relationships through regular communication and business discussions.
• Understand client needs and offer solutions that are aligned with their credit rating requirements.

Contract and Receivables Management:

• Lead contract negotiations, ensuring terms are favorable to both and the client.
• Oversee the management of sales receivables, ensuring timely collection and adherence to financial policies.

Performance Monitoring and Reporting:

• Track and measure personal and team performance against established sales targets.
• Prepare and deliver regular reports on sales, market trends, and competitor activities to senior management.

Business Intelligence & MIS Creation:

• Build and maintain MIS for tracking market intelligence, competitor analysis, and performance metrics.
• Use this data to drive business strategy and identify areas for improvement in client acquisition and service delivery.

Requirements:

• Minimum Experience: 4 years
• Maximum Experience: 10 years
• Education Qualification: Post Graduation