Skills

business-development
go-to-market

Full description

The Head of Strategic Accounts EMEA (Sales Division), will lead the group focusing on significant accounts which involve large Asset Managers mainly focusing on developing and running passively managed products (ETFs, Mandates, Index Funds…)
The role is to work alongside various teams like product, marketing, SI, PR and to develop the existing book of business by getting to know these firms at various levels
The development of the FTSE Russell Asset-based Index business as well as the Data & Subscription side, accelerating revenue growth
Partnering with clients to launch new investment and derivative products linked to FTSE Russell indices through in-house development and index partnerships
Delivering strategic Index solutions to clients and partner with them to design innovative new indices / Fostering regular conversations to create new ideas
Partnering with clients in Asset-gathering campaigns to grow Index AUM and trading volume in Index derivatives
Developing the Index ecosystem and positioning FTSE Russell as strategic solutions partner
Reporting directly to the Head of EMEA Sales (FTSE Russell), the Head of Strategic Accounts EMEA will play a key leadership role within the regional team and having responsibility for driving Index adoption within the ETF Providers’ community (Global and Regional Asset Managers) and the development of Index solutions in the Asset Management space across ETFs, Mutual Funds and Segregated Accounts
In addition, this role will have accountability for developing and leading the Buy-Side regional strategy for asset-based index solutions
You will engage with the FTSE Russell’s Buy-Side side clients in the region and work in close collaboration & coordination with colleagues in Sales, Product Management, Research and marketing to drive revenue growth of FTSE Russell indices
Key aspects of the role include encouraging product adoption and education, as well as AUM growth for passive index investment products. The candidate will work closely with the senior clients providing key consultative solutions and focused relationships at all levels
The role will involve all aspects of business management & development, strategy formulation, team leadership, client engagement and relationship management and internal coordination across the regional team and working closely with the other regions to ensure global consistency
The role is a player-coach role, directly leading client relationships, strategy and business development with top clients and also leading a team of individuals covering asset managers to help guide, coach and develop individuals with development plans to drive asset-based growth for the index business
The individual will be responsible for a broad range of activities:
Set the strategic priorities for the Buy-side coverage within your region in alignment with broader business objectives to promote growth of asset-based revenue across the index ecosystem
Set team objectives and KPIs, training requirements, development plans, performance reviews
Develop and lead on execution of the strategic growth plans to increase FTSE Russell index adoption and market penetration for the Buy-side segment
Have direct responsibility for leading major client relationships, setting strategy and executing on plans
Help define an ETF strategy for new index launches and supporting current client ETFs growth
Work closely with product, research and marketing to deliver campaigns to raise awareness of FTSE Russell index investment solutions to expand our brand recognition and promote further adoption of the buy side
Bring awareness of client requirements back to the business to shape go-to-market plans and collaborate with key internal stakeholders on new product development to drive growth in adoption of FTSE Russell indices
Work closely with product, research and marketing to ensure market intelligence, competitor analysis and market trends are gathered and monitored
Work closely with the Global Head of Key Accounts based in the US to ensure that regional strategy ties in well with broader global strategy
Ensure that contract renewals on the data side are managed to meet annual targets and properly reflect the client’s business and needs
This role is at the heart of our future ways of working, with the opportunity to work across all parts of the enterprise. We recognize that to attract the best talent, we need to be flexible and we are open to discussing work arrangements with you

Proven ability to work with clients and influence at a senior level
Client centric with strong commercial acumen and ability to manage consultative engagements to solve client problems and drive benchmark adoption
Demonstrable team leading, relationship management skills, with the ability to build productive relationships with internal and external clients and stakeholders across all levels
Knowledge of, and experience in, the financial markets, particularly in ETFs and Funds within Asset Managers
Strategic mindset alongside the ability to lead and drive on execution
15+ years of Experience in Financial services
Strong knowledge of Indexing and indexed financial products
Excellent verbal, written and communications skills

Head of EMEA Key Accounts (FTSE Russell)

Compensation

Not disclosed

Location

London, United Kingdom

Work setup

Not specified

Seniority

C level

Employment

Contract

Experience

15+ years

Skills

business-development
go-to-market

Full description

The Head of Strategic Accounts EMEA (Sales Division), will lead the group focusing on significant accounts which involve large Asset Managers mainly focusing on developing and running passively managed products (ETFs, Mandates, Index Funds…)
The role is to work alongside various teams like product, marketing, SI, PR and to develop the existing book of business by getting to know these firms at various levels
The development of the FTSE Russell Asset-based Index business as well as the Data & Subscription side, accelerating revenue growth
Partnering with clients to launch new investment and derivative products linked to FTSE Russell indices through in-house development and index partnerships
Delivering strategic Index solutions to clients and partner with them to design innovative new indices / Fostering regular conversations to create new ideas
Partnering with clients in Asset-gathering campaigns to grow Index AUM and trading volume in Index derivatives
Developing the Index ecosystem and positioning FTSE Russell as strategic solutions partner
Reporting directly to the Head of EMEA Sales (FTSE Russell), the Head of Strategic Accounts EMEA will play a key leadership role within the regional team and having responsibility for driving Index adoption within the ETF Providers’ community (Global and Regional Asset Managers) and the development of Index solutions in the Asset Management space across ETFs, Mutual Funds and Segregated Accounts
In addition, this role will have accountability for developing and leading the Buy-Side regional strategy for asset-based index solutions
You will engage with the FTSE Russell’s Buy-Side side clients in the region and work in close collaboration & coordination with colleagues in Sales, Product Management, Research and marketing to drive revenue growth of FTSE Russell indices
Key aspects of the role include encouraging product adoption and education, as well as AUM growth for passive index investment products. The candidate will work closely with the senior clients providing key consultative solutions and focused relationships at all levels
The role will involve all aspects of business management & development, strategy formulation, team leadership, client engagement and relationship management and internal coordination across the regional team and working closely with the other regions to ensure global consistency
The role is a player-coach role, directly leading client relationships, strategy and business development with top clients and also leading a team of individuals covering asset managers to help guide, coach and develop individuals with development plans to drive asset-based growth for the index business
The individual will be responsible for a broad range of activities:
Set the strategic priorities for the Buy-side coverage within your region in alignment with broader business objectives to promote growth of asset-based revenue across the index ecosystem
Set team objectives and KPIs, training requirements, development plans, performance reviews
Develop and lead on execution of the strategic growth plans to increase FTSE Russell index adoption and market penetration for the Buy-side segment
Have direct responsibility for leading major client relationships, setting strategy and executing on plans
Help define an ETF strategy for new index launches and supporting current client ETFs growth
Work closely with product, research and marketing to deliver campaigns to raise awareness of FTSE Russell index investment solutions to expand our brand recognition and promote further adoption of the buy side
Bring awareness of client requirements back to the business to shape go-to-market plans and collaborate with key internal stakeholders on new product development to drive growth in adoption of FTSE Russell indices
Work closely with product, research and marketing to ensure market intelligence, competitor analysis and market trends are gathered and monitored
Work closely with the Global Head of Key Accounts based in the US to ensure that regional strategy ties in well with broader global strategy
Ensure that contract renewals on the data side are managed to meet annual targets and properly reflect the client’s business and needs
This role is at the heart of our future ways of working, with the opportunity to work across all parts of the enterprise. We recognize that to attract the best talent, we need to be flexible and we are open to discussing work arrangements with you

Proven ability to work with clients and influence at a senior level
Client centric with strong commercial acumen and ability to manage consultative engagements to solve client problems and drive benchmark adoption
Demonstrable team leading, relationship management skills, with the ability to build productive relationships with internal and external clients and stakeholders across all levels
Knowledge of, and experience in, the financial markets, particularly in ETFs and Funds within Asset Managers
Strategic mindset alongside the ability to lead and drive on execution
15+ years of Experience in Financial services
Strong knowledge of Indexing and indexed financial products
Excellent verbal, written and communications skills