Index Sales Manager
Title: Index Sales Team Manager
POSITION OVERVIEW:
MSCI Index Sales Specialists are responsible for maintaining existing client relationships as well as new business development for MSCI products. Each person travels within their respective sales territory to meet with clients regarding new products as well as enhancements to existing products.
The role entails educating, positioning and licensing MSCI’s global equity index data to current clients as well as prospective clientele. Sales Specialists use their knowledge of the investment management process, modern portfolio theory, and data distribution platforms (Bloomberg, Factset, Thompson, etc.) to identify solutions using MSCI tools for their clients.
Additionally, the position includes managing a team of several other index-focused individuals that are responsible for sales, support and client relationships in the region. Sales managers hire, develop and retain high quality talent and ensure each employee’s performance and potential are maximized throughout the year. Officer-level sales managers are responsible for driving the overall team to meet financial and other goals and act as a Business Strategist on behalf of the firm.
This role is a highly visible one, with involvement in all aspects of account and team management, including senior level relationship management, in-depth discussions regarding MSCI’s index methodology, commercial terms and contract negotiation, closing sales, and product setup and delivery. Education of the enhancements and evolution of how our indices are used by the investment community is ongoing. In this role, individuals will work very closely with Product Management, Global Client Service, Client Consultants, Marketing, Global Sales Colleagues, Legal Counsel and Finance Operations.
RESPONSIBILITIES:
Total Relationship Management involving:
- High level management contact
- Strategic planning with an account
- New product placement
- Answer detailed client inquiries about MSCI products and methodologies
- Achieve targeted revenue and strategic client segment goals
- Inform all clients about MSCI products, announcements, projects, etc.
- Work with other departments to ensure that all client requests and inquiries are managed appropriately
- Maintain accurate records regarding account visits, client conversations, finalized contracts, etc.
- Proactively solicit client feedback regarding new initiatives and future product development
- Provide feedback from clients to the Product Development, Marketing, Sales Colleagues and Research
Team Management:
- In addition to direct Relationship Management responsibilities, the role will entail direct management of a team of Sales Specialists.
DESIRED EXPERIENCE AND QUALIFICATIONS:
- Bachelor’s Degree Required, or equivalent experience; MBA, Masters Degree and/or CFA charter holder a plus
- 7-10 years of experience in the financial service industry, including direct sales experience with a proven record of accomplishment and managerial experience.
- Superior communication and time management skills with the ability to handle multiple detail oriented projects
- Strong sales closing skills
- Strong analytical and quantitative skills
- Understanding of/experience dealing with major financial institutions including Asset Managers, Hedge Funds, Broker Dealers, Pension Plans, and/or Consultants
- Strong understanding of the global equity and fixed income markets
- A self starter and highly motivated; ability to work individually and within a team
- Thorough understanding of the investment management process
- Someone who enjoys intellectual and analytical challenges
About MSCI (www.msci.com)
MSCI Inc. is a leading provider of investment decision support tools to investors globally, including asset managers, banks, hedge funds and pension funds. MSCI products and services include indices, portfolio risk and performance analytics, and governance tools.
The company’s flagship product offerings are: the MSCI indices which include over 120,000 daily indices covering more than 70 countries; Barra portfolio risk and performance analytics covering global equity and fixed income markets; RiskMetrics market and credit risk analytics; ISS governance research and outsourced proxy voting and reporting services; FEA valuation models and risk management software for the energy and commodities markets; and CFRA forensic accounting risk research, legal/regulatory risk assessment, and due-diligence.
MSCI is headquartered in New York, with research and commercial offices around the world.
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