Director UK and Scandinavian Index Sales

Location
London, United Kingdom
Salary
Competitive
Posted
25 Sep 2021
Closes
25 Oct 2021
Ref
12192667
Job Function
Other
Industry Sector
Finance - General
Employment Type
Full Time
Education
Bachelors
Responsibilities:
  • Manage and develop day-to-day relationships with key index market participants in an assigned territory and/or client segment.
  • Help to enhance the index trading ecosystem by acting as a central point of contact for education and insights into the index offering.
  • Partner with other teams on new product development, product management, and other strategic initiatives that will enhance the company's presence in the capital markets.
  • Develop and present impactful index trading insights and markets content, such as educational materials, liquidity insights, industry & market colour, etc.
  • Evaluate assorted client requests for use of indices and marks and prescribe appropriate commercial terms predicated on specific use case, competitive positioning and assurance of IP protection.
  • Identify new licensing opportunities; pro-actively and consultatively sell index IP, data and solutions; collaborate with internal stakeholders to develop new concepts to meet client needs.
  • Manage complex contract negotiation and execution with direct and indirect index clients; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to the company and its clients.
  • Manage existing and develop net new relationships with key contacts among the business' clients; develop strategies and approaches for driving revenue growth within assigned segment.
  • Manage and expand the business' commercial footprint with existing client relationships and prospect/convert for new licensees; identify key decision makers and influencers with target prospects.
  • Improve awareness of the business' brand and product offering, broadening client contact points with the business' stakeholders including colleagues from research & design, product management and other teams.
  • Willingness to travel throughout the assigned region.


Required:
  • Bachelor's degree; CFA, MBA or certification holders considered favourably
  • At least 10 years of successful track record in a relationship management and/or revenue generation role
  • Direct experience in equity, fixed income, derivative or ETF trading; direct experience with an exchange, ETF sponsor or market maker is a plus
  • Solid understanding of regionally-specific market structure including trading of equities, ETFs, options, futures, etc.
  • Established relationships with exchanges, asset management firms, investment banks, insurance companies, hedge funds, market makers and proprietary trading firms and other market participants
  • Proven experience in licensing intellectual property, investment product and market data sales, equity/index structuring and/or sales, institutional sales and/or wholesaling of investment products
  • In-depth knowledge of the index/benchmark industry and competitive landscape.
  • Fluency in exchange-traded derivatives, OTC/securitized products, ETFs, mutual funds, SMAs, collective trusts, etc.
  • Experience in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales
  • Knowledge of the investment/trading/hedging process, decision making protocol, roles played by and relationships with various intermediaries (i-banks, asset managers, custodians), etc.
  • Effective client communication skills in conversational speech, writing, and public speaking; and a personable attitude required to get things done within a matrix structure.
  • Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results.


"Please note, our client is unable to offer sponsorship for this opportunity. Finally, should you not be contacted within five working days of submitting your application, then unfortunately you have not been shortlisted for the opportunity. We will, however, be in touch should there be any other opportunities of potential interest that are suiting to your skills."

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