Head of Continental Europe + MEA Sales, FTSE Russell

About us

LSEG (London Stock Exchange Group) is more than a diversified global financial markets infrastructure and data business. We are dedicated, open-access partners with a dedication to excellence in delivering the services our customers expect from us. With extensive experience, deep knowledge and worldwide presence across financial markets, we enable businesses and economies around the world to fund innovation, manage risk and create jobs. It’s how we’ve contributed to supporting the financial stability and growth of communities and economies globally for more than 300 years. Through a comprehensive suite of trusted financial market infrastructure services – and our open-access model – we provide the flexibility, stability and trust that enable our customers to pursue their ambitions with confidence and clarity.

LSEG is headquartered in the United Kingdom, with significant operations in 65 countries across EMEA, North America, Latin America and Asia Pacific. We employ 26,000 people globally, more than half located in Asia Pacific. LSEG’s ticker symbol is LSEG.

Our people

People are at the heart of what we do and drive the success of our business. Our values of Integrity, Partnership, Excellence and Change shape how we think, how we do things and how we help our people fulfil their potential. We embrace diversity and actively seek to attract individuals with unique backgrounds and perspectives. We break down barriers and encourage teamwork, enabling innovation and rapid development of solutions that make a difference. Our workplace generates an enriching and rewarding experience for our people and customers alike. Our vision is to build an inclusive culture in which everyone feels encouraged to fulfil their potential.

We know that real personal growth cannot be achieved by simply climbing a career ladder – which is why we encourage and enable a wealth of avenues and interesting opportunities for everyone to broaden and deepen their skills and expertise. As a global organisation spanning 65 countries and one rooted in a culture of growth, opportunity, diversity and innovation, LSEG is a place where everyone can grow, develop and fulfil your potential with meaningful careers.

ABOUT FTSE Russell, a division of LSEG

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.

Role profile

The Head of Continental Europe + MEA Sales (Sales Division), will lead a team focusing on the development of various regions within Continental Europe & MEA. This is an area which has not been traditionally a strong focus for FTSE Russell and where we see significant upside both from the Data & Subscription side as well as Asset-Based side.

The role implies working alongside various teams like product, marketing, SI, PR and to develop the existing book of business, understanding where to prioritize (from a country and client segment perspective) with the solutions we have or may need to design. The role involves:

• The identification of the territories & client segments with the most amount of potential / Devising a proper strategy to address these opportunities.
• The recruitment of the necessary headcounts / the management of the existing team / the monitoring of the results
• The development of the FTSE Russell Data & Subscription side as well as the Asset-Based side where relevant, accelerating revenue growth.
• The running of campaigns / events (either in-house or 3rd party events) / partnering with the broader LSEG colleagues to support our clients & strategy
• Developing the Index ecosystem on the Continent, liaising with various associations and companies where relevant
• Developing our brand in Continental Europe & MEA to ensure better awareness and traction

Role summary

Reporting directly to the Head of EMEA Sales (FTSE Russell), the Head of Continental Europe & MEA Sales will play a key leadership role within the regional team, having responsibility for driving data / Index adoption & awareness within Continental Europe and MEA across various client segments (Asset Owners, Asset Managers, Wealth, Distributors and Platforms, Banks and Hedge Funds…).

What you’ll be doing

The role will involve all aspects of business management & development, strategy formulation, team leadership, client engagement and relationship management and internal coordination across the regional team and working closely with the other regions to ensure global consistency.

The role is a player-coach role, directly leading client relationships, strategy and business development with top clients and also leading a team of individuals covering various client segments to help guide, coach and develop individuals with development plans to drive the objective on both Data/ Subscription and Asset-based businesses.

The individual will be responsible for a broad range of activities:

• Set the strategic priorities in terms of territories, client segments, leveraging the existing book of business and growing it further.
• Set team objectives and KPIs, training requirements, development plans, performance reviews
• Develop and lead on execution of the strategic growth plans to increase FTSE Russell Data & Subscription + Asset-Based businesses in the various territories.
• Have direct responsibility for leading major client relationships, setting strategy and executing on plans.
• Work closely with product, research and marketing to deliver campaigns to raise awareness of our franchise and solutions.
• Bring awareness of client requirements back to the business to shape go-to-market plans and collaborate with key internal stakeholders on new product development to drive growth.
• Work closely with product, research, SI and marketing to ensure market intelligence, competitor analysis and market trends are gathered and monitored.
• Work closely with other colleagues in EMEA (Head of Northern Europe and Head of Strategic Accounts EMEA) + other partners to leverage from each other, exchange best practices and foster additional new ideas.
• Ensure that contract renewals on the data side are managed to meet annual targets and properly reflect the client’s business and needs.
• Ensure strong focus on Sales hygiene, pipeline management, forecast management.

What you’ll bring

• Demonstrable team leading, relationship management skills, with the ability to build productive relationships with internal and external clients and stakeholders across all levels.
• Knowledge of, and experience in, the financial markets, particularly on the Index Data & Subscription side, ETFs & other passive Products, Investment Banking products
• 15+ years of Experience in Financial services
• Strong knowledge of data and subscription business / Indexing and indexed financial products
• Proven ability to work with clients in various regions in Continental Europe and MEA and influence at a senior level
• Strategic mindset alongside the ability to lead and drive on execution / Ability to instil strong sales discipline and to help develop more of a hunter mindset.
• Client centric with strong commercial acumen and ability to manage consultative engagements to solve client problems.
• Excellent verbal, written and communications skills in English + French, German or Italian

What you’ll get in return

This role is at th