DIRECTOR, HEAD OF BUSINESS DEVELOPMENT – AUSTRALIA/NZ- Australia and New Zealand
Ftserussell
Sydney
3d ago

FTSE Russell is forever a rapidly developing company in the business of providing financial indices, growing at 20-30% per annum.

Working from a position of market leadership in the UK and Europe, then US, its strategy is to develop the FTSE Russell brand globally and dramatically increase its business worldwide.

It is the largest Asia provider of Indices and competes on a global scale working with global investment banks, fund managers, exchanges, data vendors and the media.

Its major competitors are MSCI, and S&P Dow. FTSE and Russell indexes are both owned by The London Stock Exchange.

FTSE Russell has established a very strong reputation within the market place for the quality and reliability of its index products and its expertise in dealing with unusual or complex stock events is widely acknowledged.

With a strong presence in the Asia financial markets, and a rapidly growing presence in the North American and Asian markets the company is now looking to increase its market share globally and become the number one provider of index client solutions globally.

As a member of the Global Sales Team, the successful candidate is at the hub of the business, responsible for developing strong business relationships with our clients to allow us to maximise revenue growth whilst delivering excellent client service.

The FTSE Russell Global Sales Team enjoys a high reputation and has established FTSE Russell as a brand that speaks to innovation and service excellence.

Our growth potential is high and we seek to recruit the best calibre people to augment this strategically important team.

Key Functions and Responsibilities

Reporting to the Head of Business Development, Asia Pacific, the individual will be responsible for sales management within Australia and New Zealand -

building business with existing and Greenfield site clients with a focus in Asset Owners (clients including Asset owners, Investment Consultants, Asset managers, product issuers, etc.

They have knowledge of their prospects’ business, pressures and opportunities. The major focus of this role is proactively winning new revenue opportunities on defined product lines and in Greenfield sites where FTSE Russell does not currently have business.

This role is the first point of contact for the client and they own the relationship.

Key areas of responsibility and skills are :

  • Achieving and developing new revenue opportunities in Asset Owners
  • Developing strategies to maximise penetration of products across a variety of customer situations
  • Prospecting in Greenfield segments
  • Investigating the use and perception of competitor products and seeks opportunities to replace them
  • Completing sales coordinating resources for pre and during sales activities
  • Using effective sales plans and techniques
  • Providing information / intelligence to sales management and other relevant departments including Marketing, Research and Business Development
  • Is aware of the company strategy and area plans and is responsible for delivering these messages to the client
  • Promoting a positive image of FTSE Russell and the sales department
  • Leading commercial policy discussions and negotiates contracts
  • Building effective working relationships with FTSE Russell staff e.g. Client support, marketing, finance, legal, research and development etc.
  • Attending and contributing to team meetings, ensuring that knowledge is shared within the team
  • Key aspects of the position are :

  • Generates business with clients through strong relationships and good planning
  • Proactively approaches customers with creative ideas for building business together.
  • Displays good communication and presentation skills both internally and externally
  • Meets targets for new business growth
  • Deep knowledge of Asset Allocation and Investment Strategies within Asset Owners
  • Proven ability to work with clients and influence at a senior level
  • Strong and deep knowledge of the financial markets
  • Extensive relationship management in the area of asset allocation, financial data, investment markets or closely related areas
  • Qualifications / Experience

    It is expected with limited supervision the candidate will be able to deliver each of the key objectives of the role identified above.

    It is therefore expected that he or she will have :

  • Extensive experience client facing experience within financial markets with a proven track record
  • Strong understanding of financial business models, such as sell side, buy side or custodian (preferable for custodian or securities / fund services background)
  • Deep knowledge of Asset Allocation and Investment Strategies
  • Proven ability to work with clients and influence at a senior level
  • Strong and deep knowledge of the financial markets
  • Extensive relationship management in the area of asset allocation, financial data, investment markets or closely related areas
  • Strong analytical and quantitative skills
  • Solutions-based selling experience
  • Educated to University degree level
  • People are at the heart of what we do and drive the success of our business. Our colleagues thrive personally and professionally through our shared values of Integrity, Partnership, Innovation and Excellence are at the core of our culture.

    We embrace diversity and actively seek to attract people with unique backgrounds and perspectives. We are always looking at ways to become more agile so we meet the needs of our teams and customers.

    We believe that an inclusive collaborative workplace is pivotal to our success and supports the potential and growth of all colleagues at LSEG.

    A career with London Stock Exchange Group offers you the opportunity to be at the centre of the financial community. As well as competitive salaries and a range of attractive benefits, we maximise each employee’s potential through personal development plans, training, coaching and mentoring.

    Please take a moment to read this privacy notice carefully, as it describes what personal information the London Stock Exchange Group ( We ) may hold about you, what it’s used for, and how it’s obtained.

    If you would like this information to be removed from the London Stock Exchange Group HR database, please contact workday lseg.

    com.If you choose to have your information removed, you will be removed as a candidate and we will not be able to progress your application for opportunities at the London Stock Exchange Group.

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