Head of EMEA Key Accounts, FTSE Russell

About the role

LSEG's FTSE Russell division is looking for a Head of Strategic Accounts EMEA (Sales Division) to lead the group of significant accounts involving large asset managers, mainly those developing and running passively managed products such as ETFs, mandates and index funds. Reporting to the Head of EMEA Sales, the role drives index adoption among ETF providers and asset managers and leads the buy-side regional strategy for asset-based index solutions. It is a player-coach role combining direct client leadership with coaching a team covering asset managers.

Key responsibilities

• Develop the FTSE Russell asset-based index business and its data and subscription side, accelerating revenue growth
• Partner with clients to launch new investment and derivative products linked to FTSE Russell indices, and help design new indices
• Grow index AUM and trading volume in index derivatives through asset-gathering campaigns
• Set strategic priorities for buy-side coverage, set team objectives, KPIs, training and development plans, and review performance
• Lead major client relationships and consultative engagements at all levels
• Help define an ETF strategy for new index launches and support growth of current client ETFs
• Work with product, research and marketing to run awareness campaigns, gather market intelligence and competitor analysis, and shape go-to-market plans
• Coordinate with colleagues in sales, product, research and marketing, and with the Global Head of Key Accounts in the US to align regional and global strategy
• Manage contract renewals on the data side to meet annual targets

Required profile

• 15+ years of experience in financial services
• Demonstrable team-leading and relationship-management skills with internal and external stakeholders
• Knowledge of and experience in financial markets, particularly ETFs and funds within asset managers
• Proven ability to work with and influence clients at a senior level
• Strategic mindset, strong commercial acumen and client-centred approach