Regional Director, Asset Owner and Consultant Sales (Mid-Atlantic Territory) recruitment

Role Summary

Russell index revenues are indirectly dependent on asset owner adoption. Most index/benchmark decisions are "client driven" which means that plan sponsors directly provide the benchmark for asset managers to outperform or passively track, or the plan sponsor's benchmark decision will be influenced by third party consultants. This role is responsible for driving plan sponsor adoption and consultant recommendation of Russell US and Global/non-US indexes in their region. The goal of the Plan Sponsor/Consultant RD is to develop relationships with their assigned territory consulting firms and the consultants working with our prospects and clients, raise their awareness of Russell index solutions, influence use of our index solutions within analysis, research and published works. In direct relationships with the plan sponsors, the RD will focus on adoption of the Russell non-US family of indexes at the equity plan level and more specific asset segments, and use of Russell index based derivatives. Additionally, the RD will drive use and revenue growth among the plan sponsors and the Custody banks within their territory with custom index solutions, manager universes, etc. Indirectly, the RD will affect asset manager data subscriptions, derivatives usage and passive fund licensing due to plan sponsor adoption and retention.

The responsibilities of the individual in this position include:

• Retain US benchmark usage among plan sponsors and consultants in territory.

• Establish and maintain territory baseline, documenting existing penetration among plan sponsors.

• Create and execute effective plan sponsor benchmark retention plan, updating and reviewing quarterly.

• Ensure service needs are exceeded and regular proactive communication is compelling.

• Position Russell as index leader in all US segments, including Russell Sectors.

• Grow non-US and Global benchmark usage in territory.

• Substantially increase use of Russell non-US indexes with an emphasis largest 50 plan sponsors.

• Develop and Manage quarterly sales activity plan.

• Increase awareness consideration of Russell Global index family among consultants and their clients.

• Achieve financial productivity objectives.

• Develop and implement territory sales plan to increase revenues according to overall business targets.

• Increase revenues by driving investment manager benchmark data subscriptions related to plan sponsor adoption.

• Contribute to marketing, research, product and strategic activities.

• Advocate plan sponsor needs in research publication marketing.

• Engage product development specifically to address this audience's needs.

• Take active role in conference sponsorships and promotional marketing activity.


The successful candidate will have extensive demonstrable skills and experiences including the following:

• Bachelor's degree required. Master's preferred.

• 10+ years of Sales experience within the institutional marketplace.

• 10+ years of experience working directly with clients/investors in either a sales or client servicing capacity.

• In-depth investment knowledge, including capital market theory, investment strategies that relate to the implementation of the Russell investment philosophy.

• Familiarity with the marketplace and target institutional audience.

• Computer and technical proficiency relative to the corporate and internal sales tools provided.

• Highly refined communication and interpersonal skills with the ability to influence and lead.

• Excellent sales skills, business judgment and negotiating skills.

• Possess a high energy level and the ability to work self-directed

Russell Overview

Founded in 1936, Russell Investments is a global financial services firm that serves institutional investors, financial advisers and individuals in more than 40 countries.

Through a unique combination of interlinked businesses, Russell delivers financial products, services and advice. A pioneer, Russell began its strategic pension fund consulting business in 1969 and today is trusted by many well-known worldwide institutions for investment advice. Headquartered in Seattle, Washington, USA and with offices in major financial centers worldwide, Russell has $152 billion in assets under management (as of June 30, 2012) in its mutual funds, retirement products, and institutional funds, and is well recognized for its depth of research and quality of manager selection.

Russell offers a comprehensive range of implementation services that help institutional clients maximize their assets. The Russell Indexes calculate over 50,000 benchmarks daily covering 65 countries and more than 10,000 securities.

We offer a competitive compensation and benefit package including: medical, vision and dental coverage, profit sharing retirement plan, sabbatical leave, and tuition assistance.  Most importantly, Russell offers a work environment where respect for the individual and teamwork are part of our fundamental values.  Russell supports workforce diversity and we are an Equal Opportunity Employer.