Job Description : Role Summary
The position of Strategic Accounts Director, AIS plays a key role in wholesale and retail business development and sales for EMEA.
The position is primarily a sales role, responsible for building a strong sales pipeline in EMEA which is successfully converted to B2B / Partnership opportunities and directly contributes to financial results.
The role will also work collaboratively with local sales leads in the EMEA region, providing expertise and hands on support with sales, marketing and client service activity.
The Strategic Accounts Director, AIS also plays a key role in developing, defining, and implementing the regions’ annual and mid-term business and sales strategies, as well as contributing to new product development.
The ideal candidate will have excellent sales skills with a proven track record, and excellent knowledge of different European distribution models and products and services in mainland Europe.
The responsibilities of the individual in this position include :
Regulatory & Business conduct
Display exemplary conduct and live by our organizations Code of Conduct.
Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct across the business
Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance
Strategy development for the EMEA Region
Create and maintain B2B / Partnership business plan for EMEA
Define and prioritise EMEA’s potential B2B / Partnership opportunities
Create, lead and maintain a contact strategy with each EMEA Regional / Country Head
Define, manage and develop the EMEA B2B / Partnership service & product proposition
Provide compelling insight on client needs for the regional sales heads and other relevant internal partners (e.g. Product, ID, and Operations)
Ensure our products are designed to meet changing client, market and regulatory needs
Play a key role in the retail governance team, providing the team with relevant strategic insight and helping the group leverage knowledge on EMEA partnerships
Leverage the knowledge of EMEA partnerships and use the knowledge from the retail governance team in an efficient way
Effectively use CRM data to inform strategy for the region and to drive sales
Undertake research and competitor analysis, using it to drive strategy and business plans
Create, manage and communicate a pipeline of EMEA B2B / Partnership opportunities that lead to new profitable retail business and partnerships
Identifies opportunities, generate leads and creates pipeline
Lead sales meetings, pitches, RFPs, final presentations, and fee negotiations with clients
Liase with Global Marketing to shape and co-ordinate marketing activity ensuring the message is taken to the market in the most effective way
Co-lead, as required, with local sales associates on sales pitches, RFPs and final presentations
Promote the company’s reputation and brand in the marketplace, including through PR, product launches participation in panels, roundtables and client events as appropriate
Involve relevant senior team members from the EMEA offices in new and existing opportunities as appropriate
Management of existing platform / partnerships in the region and actively support client retention efforts
The successful candidate will have extensive demonstrable skills and experiences including the following :
CFA charter holder (or equivalent)
Degree in Mathematics, Economics or Finance (or equivalent experience)
Extensive experience in the financial services / investment industry across EMEA
Strong network in the investment industry
Extensive sales & client service / management experience with a proven track record in achieving financial targets
Previous experience of working in a highly matrixed environment
Proven track record in growing revenue and achieving financial targets
Experience of operating in highly regulated environments
Excellent knowledge of different European distribution models
Excellent knowledge of UK and European products and services
Strong risk management, compliance and regulatory framework knowledge
Fluency in a European language (French, Italian, German, Dutch) would be beneficial
The ability to communicate effectively and knowledgeably with both colleagues and prospective clients.
Highly polished communication (written and oral) and presentation skills.
Excellent consultative selling skills
A close working knowledge of the practical needs and experiences of clients and AIS marketplace.
Good knowledge and understanding of the market and Russell Investment’s products, with the ability to articulate investment processes and solutions knowledgeably and credibly
Excellent sales and client service skills
Commitment to professional excellence and capable of exercising professional judgement
Builds working partnerships across the business and clients
Builds and maintains strong external and internal network
Anticipates and considers in advance the concerns and issues that are most important to others
Plans actions to reach mutually satisfying agreements which are in Russell’s best interest
Find ways to encourage others to feel ownership of solutions; wins over clients and suppliers.
Maintains regular contact and builds strong working partnerships with clients and suppliers
Acts with urgency and works hard to address client demands
Effectively manages client expectations and delivers value-added service
Promote Russell’s reputation and brand in the marketplace, including through large scale events, PR, product launches and marketing