Head of EMEA Key Accounts (FTSE Russell)

London Stock Exchange; Greater London; On-site; GBP 180,000 - 260,000; Full time

Job summary

London Stock Exchange seeks a Head of Strategic Accounts EMEA to drive revenue by expanding asset-based index solutions across ETFs, mutual funds and segregated accounts for major asset managers. You will lead senior-level client engagements, define regional strategy, and partner with product, research and marketing to deliver differentiated index offerings.

You will manage a team, align regional goals with global strategy and oversee adoption of FTSE Russell indices in the buy-side community,

Qualifications

• 15+ years of experience in financial services.
• Strong knowledge of indexing and indexed financial products.
• Proven ability to work with clients and influence at a senior level.
• Demonstrable team leadership and relationship management skills.
• Excellent verbal and written communication skills.

Responsibilities

• Lead Buy-side regional strategy and major client relationships for asset managers and ETF providers.
• Set strategic priorities, KPIs, and growth plans to expand FTSE Russell index adoption.
• Collaborate with product, research, and marketing to drive campaigns and solutions.
• Coordinate with global teams to ensure alignment with broader global strategy and execute for revenue growth.

Job 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 levelClient centric with strong commercial acumen and ability to manage consultative engagements to solve client problems and drive benchmark adoptionDemonstrable team leading, relationship management skills, with the ability to build productive relationships with internal and external clients and stakeholders across all levelsKnowledge of, and experience in, the financial markets, particularly in ETFs and Funds within Asset ManagersStrategic mindset alongside the ability to lead and drive on execution15+ years of Experience in Financial servicesStrong knowledge of Indexing and indexed financial productsExcellent verbal, written and communications skills