Head of Institutional Client Coverage, Pacific

2 weeks ago

Sydney, New South Wales, Australia LSEG (London Stock Exchange Group) Full time
About FTSE Russell

FTSE Russell is a global index leader that provides innovative benchmarking, analytics and data solutions for investors worldwide.

FTSE Russell calculates thousands of indexes that measure and benchmark markets and asset classes in more than 70 countries, covering 98% of the investable market globally.

FTSE Russell index expertise and products are used extensively by institutional and retail investors globally. Approximately $17.9 trillion is currently benchmarked to FTSE Russell indexes.

For over 30 years, leading asset owners, asset managers, ETF providers and investment banks have chosen FTSE Russell indexes to benchmark their investment performance and create ETFs, structured products and index-based derivatives.

About Index Investments Group


As part of the mission to grow adoption of FTSE Russell's indexes, the Index Investments Group's (IIG) goal is to actively partner with all client types to cultivate existing FTSE Russell solutions while simultaneously supporting the development and launch of innovative solutions.


Objectives for the IIG team include:
Develop the FTSE Russell Asset-based Index business, accelerating revenue growth Partner with clients to launch new investment and derivative products linked to FTSE Russell indices Through in-house development and index partnerships, deliver strategic Index solutions to clients and partner with clients to design innovative new indices Partner with clients in Asset-gathering campaigns to grow Index AUM and trading volume in Index derivatives Develop the Index ecosystem and position FTSE Russell as strategic solutions partner and the Research House

Role Profile

Asset Owners are comprised primarily of public and corporate pension/superannuation plans, Insurers, endowments and foundations.

The role is responsible for engaging at the C-suite level and collaborating to offer products and solutions that span the clients' investment spectrum and asset allocation needs.

Partnership mentality and collaboration are paramount, as a true relationship driven approach and understanding of the clients' allocation models are key to success.


Leads revenue generation, product adoption and education, as well as growth against KPI's by working closely with designated clients to provide key consultative solutions and focused relationship engagement at all levels.


Role Responsibilities & Key Accountabilities:

  • Achieves personal new business targets on an annual basis with YTD progress being assessed on a quarterly basis.
  • Coordinates regional and junior team members.
  • Develops and implements strategic growth plans for the clients to increase client and market penetration, ensuring effective completion across all global regions.
  • Delivers revenue alignment goals through growth in FTSE Russell benchmark adoption, asset based revenues via AuM and market penetration within the assigned client coverage segment
  • Support and contribute to revenue drivers for other client segments in Pacific (i.e., buy side, sell side, derivatives, consultant relations, wealth, index partnerships, digital assets).
  • Forecasts and plans new business development opportunities and strategies accurately.
  • Records all detailed client activity for CRM in SalesForce.
  • Ensures existing client relationships are leveraged to broaden global footprint of IIG and FTSE Russell.
  • Works closely with Product Management and Marketing teams to ensure market intelligence, competitor analysis and market trends/conditions are brought together and analyzed to drive revenue generation and to develop the index product ecosystem.
  • Works with management to facilitate planning, reporting, analysis and strategy development.
  • Partners with clients to launch new funds, ETFs, derivatives, and support them in assembling assets from institutional and retail investors to drive revenue.

Qualifications & Experience:

  • Strong background in sales or relationship management
  • Shown experience or knowledge of the investment community


 Required Skills_
  • Diligence, comfortable working under deadlines, ability to take conceptual ideas and deliver results.
  • Willingness and ability to collaborate with IIG team members as well as other collaborators within FTSE Russell and broader Data & Analytics division and LSEG, in order to be successful.
  • Deep understanding of the market, clients, and other external collaborators and regulation.
  • Taking ownership and proposing proactive solutions to IIG and broader teams to help build future strategy and areas of focus.
  • Comfortable preparing, and in some cases, communicating insightful analysis to management and leadership teams.
  • Idea generating and standard process sharing; be willing to propose approaches and ways to accomplishing end goals for IIG business and collaborators.
  • Excellent communication and presentation skills
  • Can do attitude
LSEG is a leading global financial markets infrastructure and data provider. Our purpose is driving financial stability, empo

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