Strategic Accounts Director, AIS
Russell Investments
4d ago

Job Description : Role Summary

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

Business development

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

Client retention

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

Analytical experience

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

Commercial awareness

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

Decision making

Commitment to professional excellence and capable of exercising professional judgement

Relationship building

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

Influencing skills

  • Uses a variety of approaches to gain cooperation, overcome barriers, or gains agreement for proposals and ideas;
  • Works through issues in a confident, positive way;
  • Find ways to encourage others to feel ownership of solutions; wins over clients and suppliers.

    Client focus

  • Uncovers and meets the needs of both the internal and external clients;
  • 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

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