Director, Relationship Management recruitment
The Business Need
The Managing Director, Relationship Management North America will be expected to lead relationships with asset owners and consultants within the region and, over time, to recruit and build an expanding regional team of relationship management professionals. The Director, Relationship Management US will take a lead in this recruitment process. In US these relationships are currently managed by a one person in NY and one to be hired out of the West Coast.
The Director, Relationship Management US will also be expected to work closely with senior executives in all functional areas of the business including research, operations and regional sales.
Key Functions and Responsibilities
As a key member of the executive group you will be responsible for managing a team of relationship management professionals within US.
You and your team will be responsible for all key asset owner / plan sponsor and consultant relationships within North America and thereby increasing market share in the benchmark space. You will also be expected to work closely with the US regional sales team, research, custom, marketing and operational staff to drive penetration of wide portfolio of products and services.
You will be expected to lead all aspects of relationship management by your team with their designated contacts and to proactively seek out opportunities both to expand our market share and to inform asset owners / plan sponsors and investment consultants about the firm’s portfolio of index, analytic and risk solutions. You and your team should identify and attend appropriate industry conferences.
As the firm’s role as a global thought leader develops you will be expected to share the leading edge academic thinking developed by the company Advisory Board with asset owners / plan sponsors and consultants. You will lead the invitation process to our annual World investment Forum.
You and your team will also be expected to work closely with the regional sales team when you identify data or licensing opportunities resulting from internally managed funds.
You and your team will also be expected to build a small number of key relationships with your relationship management colleagues within the world’s largest asset management organizations, located in your region. The intention of these contacts is to maximize opportunities in the presentation and marketing of indices, services and products.
You and your team will be expected to feed back knowledge about key investment trends to the marketing team, executive and CEO Group. A key component of your role is to build the firm’s knowledge and understanding of asset owners / plan sponsors within North America.
Over time they expect to increase the size of the US relationship management team who will report to you and you will be expected to lead that recruitment process in consultation with your line manager.
Qualifications
The key requirements for the role are:
- Solid experience in asset owner relationship management in the financial information services industry. Some sales background would also be beneficial, alongside a working knowledge of CRM systems.
- Excellent relationship building skills and proven experience of successful client relationship management
- Solid experience and knowledge across a range of financial instruments and asset classes; and their application in the development and execution of investment strategies
- Knowledge of the firm and competitor indices, risk and analytics products and services would be advantageous
- Good presentational and written communication skills. Evidence of ability to work at CIO level of asset owner organizations.
- Able to operate relatively independently, whilst working within a broader matrix organization structure
- Experience of managing and leading a team
- Commercially focused.
- Willingness to embrace cold calling approaches to open client dialogue.
- Willing to travel extensively within the region if required
- Good contacts and a network among institutional investors and financial intermediaries in the region would be advantageous