Senior Relationship Manager

LSEG; Toronto; On-site; CAD 120,000 - 160,000; Full time

Job summary

London Stock Exchange Group (LSEG) in Canada is seeking a Senior Institutional Sales Manager to maintain and expand our market share among asset owner clients, including pension plans and endowments, across FTSE Russell solutions.

You will manage relationships from ideation through product development to implementation, engage at the C-suite level, and collaborate with Product, Marketing and Client Service to drive revenue and adoption of our index solutions.

Qualifications

• Proven track record in institutional sales within investment management or financial services.
• Demonstrated ability to manage senior-level client relationships (C-suite).
• Strong new business development skills with a history of meeting revenue targets.
• Experience using CRM tools (e.g., Salesforce) to manage pipelines.

Responsibilities

• Achieve personal and team new business targets with quarterly progress reviews.
• Coordinate regional and junior team members to execute growth plans.
• Develop and implement strategic plans to penetrate assigned client segments and regions.
• Lead revenue growth through ETF, index and product adoption initiatives with asset owners.

Skills

Institutional sales

Relationship management

New business development

CRM (Salesforce)

Tools

Salesforce CRM

Job description

As part of the Americas Index Sales Team within FTSE Russell and the broader London Stock Exchange Group, the candidate will be responsible for maintaining and managing the robust existing market share within our Canadian Asset Owner client segment, across the spectrum of FTSE Russell solutions, but also for deepening and growing product/solution adoption across new and existing clients.

Being able to manage relationships from ideation, through product development and creation, to ultimate implementation are critical.

Develop and maintain a designated territory of asset owner clients and prospects. Canadian Asset Owners are comprised primarily of public and corporate pension plans, endowments and foundations. The role is responsible for engaging at the C-suite level and collaborating to offer products and solutions that span the clients’ investment spectrum and asset allocation needs. Partnership mentality and collaboration are paramount, as a true relationship driven approach and understanding of the clients’ allocation models are key to success.

Leads revenue generation, product adoption and education, as well as growth against KPI's by working closely with designated clients to provide key consultative solutions and focused relationship engagement at all levels.

Role Responsibilities & Key Accountabilities:

• Achieves personal new business targets on an annual basis with YTD progress being assessed on a quarterly basis.
• Coordinates regional and junior team members.
• Develops and implements strategic growth plans for the clients to increase client and market penetration, ensuring effective completion across all global regions.
• Delivers revenue alignment goals through growth in FTSE Russell benchmark adoption, asset based revenues via AuM and market penetration within the assigned client coverage segment (i.e., buy side, sell side, derivatives, asset owners, consultant relations, wealth, index partnerships, digital assets).
• Forecasts and plans new business development opportunities and strategies accurately.
• Records all detailed client activity for CRM in SalesForce.
• Ensures existing client relationships are leveraged to broaden global footprint of IIG and FTSE Russell.
• Works closely with Product Management and Marketing teams to ensure market intelligence, competitor analysis and market trends/conditions are brought together and analyzed to drive revenue generation and to develop the index product ecosystem.
• Works with management to facilitate planning, reporting, analysis and strategy development.
• Partners with clients to launch new funds, ETFs, derivatives, and support them in assembling assets from institutional and retail investors to drive revenue.

Qualifications & Experience:

• Proven track record (typically 7+ years) in institutional sales or relationship management within the investment management, index, or financial services industry, with a focus on large U.S. asset owners (public pensions, corporate pensions, foundations, endowments, OCIOs).
• Demonstrated success managing complex, multi-stakeholder client relationships at the senior investment staff and C-suite level.
• Strong new business development skills with a history of meeting or exceeding sales and revenue targets.
• Deep understanding of investment products and asset allocation strategies, including passive/index-based solutions, benchmarks, and their role in portfolio construction.
• Ability to navigate long sales cycles and sophisticated procurement processes.
• Skilled at consultative selling, understanding client needs, and positioning solutions accordingly.
• Exceptional communication and presentation skills, with the ability to explain complex concepts to varied audiences.
• High degree of self-motivation and ability to work independently in a regional role while collaborating with product, marketing, and client service teams.
• Proficiency with CRM tools (e.g., Salesforce) and experience managing sales pipelines.

Career Stage:

Manager

London Stock Exchange Group (LSEG) Information:

Join us and be part of a team that values innovation, quality, and continuous improvement. If you're ready to take your career to the next level and make a significant impact, we'd love to hear from you.

LSEG is a leading global financial markets infrastructure and data provider. Our purpose is driving financial stability, empowering economies and enabling customers to create sustainable growth.

Our purpose is the foundation on which our culture is built. Our values of Integrity, Partnership, Excellence and Change underpin our purpose and set the standard for everything we do, every day. They go to the heart of who we are and guide our decision making and everyday actions.

Working with us means that you will be part of a dynamic organisation of 25,000 people across 65 countries. However, we will value your individuality and enable you to bring your true self to work so you can help enrich our diverse workforce.

We are proud to be an equal opportunities employer. This means that we do not discriminate on the basis of anyone’s race, religion, colour, national origin, gender, sexual orientation, gender identity, gender expression, age, marital status, veteran status, pregnancy or disability, or any other basis protected under applicable law. Conforming with applicable law, we can reasonably accommodate applicants’ and employees’ religious practices and beliefs, as well as mental health or physical disability needs.

You will be part of a collaborative and creative culture where we encourage new ideas. We are committed to sustainability across our global business and we are proud to partner with our customers to help them meet their sustainability objectives. Our charity, the LSEG Foundation provides charitable grants to community groups that help people access economic opportunities and build a secure future with financial independence. Colleagues can get involved through fundraising and volunteering.

LSEG offers a range of tailored benefits and support, including healthcare, retirement planning, paid volunteering days and wellbeing initiatives.

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