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[Full time]
Position Overview
The mission of the ESG Specialist is to be a subject matter expert on ISS’ ESG solutions, and to leverage this expertise to maximize the firm’s sales and renewal rates. The ESG Specialist acts as the main contact person for existing clients on all ESG-related issues, while also providing ESG subject matter expertise to the Sales team in order to help advance and close deals. The ESG Specialist covers the Japanese and broader APAC markets.
Responsibilities:
The ESG Specialist’s main roles are detailed in the following.
Client Advisory & Support, Lead Generation and Client Satisfaction Monitoring
Goals:
Act as clients’ first day-to-day contact person, delivering a superior service experience so as to achieve high retention and renewal rates
Develop and maintain strong relationships with clients’ key decision-makers. Provide clients with valuable insights on market trends and best practices.
Contribute to regional team’s New Sales goals by identifying potential leads within the existing client base
Provide internal management teams with intelligence on client needs to help inform future product development
Tasks:
Client Advisory & Support
Client onboarding and working with operational teams (deliverables, development, product, etc.) to ensure successful service delivery
Proactively build/maintain relationships with client decision makers
Perform platform demos and training to new and existing users; monitor platform usage
Understand and educate clients on ISS ESG data, with a strong understanding of the research methodology and technology that underpins that data
Lead the management of projects relevant to specific clients
Understand and educate clients on product changes/innovations, and how they will benefit them
Help drive client engagement in ISS ESG webinars, conferences, roundtables, etc.
Answer client inquiries on a timely basis; provide subject matter expertise for the full ISS ESG product suite
Lead Generation
Share updates on product enhancements and new capabilities with clients
Discuss new project ideas and potential upselling opportunities
Identify and communicate up-sell opportunities to sales team
Business Health Monitoring
Check in regularly with clients to gauge overall satisfaction levels
Ensure high client engagement and monitor product / platform usage
Identify accounts at risk and create plans to ensure revenue and client retention
Maintain up to date notes on clients
Partner with sales team on key account health monitoring and planning
Sales Collaboration
Goals:
Work with sales account executives to help the regional team meet or exceed ESG sales and renewal rate goals
Provide ESG subject matter expertise to the Sales team to help them advance and close deals
Tasks:
Market outreach
Contribute to the design and development of ESG related campaigns
Participate in ESG related roadshows, meetings, and calls as needed
Contribute to meeting follow-ups (in coordination with Sales)
Collaborate with Sales and the RFP team in providing ESG subject matter expertise in the completion of RFPs
General sales collaboration
Provide direction to sales team on services that are trending across clients
Provide sales with relevant product updates and related commercial opportunities
Contribution to ISS ESG Brand Building
Goals:
Contribute to the recognition of ISS ESG as a leading ESG service provider
Represent ISS at relevant regional industry events
Build strong relationships with key decision-makers across the industry
Become a recognized expert on ESG topics and the ISS ESG product suite
Tasks:
Participation in proprietary and third-party ESG related industry events; coordinate with ISS ESG team on conference participation
Actively network at attended events and pass over leads to sales colleagues
General networking: Maintain strong relationships with key industry actors other than clients
Qualifications:
Expertise & market knowledge
Excellent knowledge of, or strong interest in, ESG and responsible investment
Solid understanding of, and interest in, capital markets
Experience in working directly with data and understand its underlying research methodology
Excellent data handling capabilities
Client coverage / Sales experience
Track record of success in client facing roles such as client service and/or sales
Ability to understand key client needs, with a commercial orientation that helps identify sales opportunities
Strong project management/organizational/multi-tasking skills required
Ability to adapt to different cultural contexts
Outstanding writing, communication and presentation skills
Excellent English language skills, both written and oral (proficiency in languages such as Mandarin or Japanese is a bonus)
Experience with Salesforce or other client management systems preferred
Experience in working successfully with internal IT, research, product, and operational teams to meet client objectives
Training & experience
Bachelor's or Master's degree, or equivalent experience
5+ years’ work experience
Personality & motivation
Strong interpersonal skills
Self-starter who can work independently and across a team
Ability to quickly learn and adapt to new content, and learn new ESG products
Willingness to travel
Absolute personal and business integrity
Strong motivation to work for ISS
In addition to your resume/CV, please include a cover letter in your application along with any relevant certifications.