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Global Head of Customer Strategy, FTSE Russell
5 months ago
The Global Head of Customer Strategy, FTSE Russell is a critical senior leadership role within the Sales & Account Management (SAM) organization. The function is responsible for defining the sales go-to-market (GTM) strategy within the FTSE Russell division. It ensures SAM is fully equipped to complete the business strategy and improve sales efficiency to deliver financial performance goals.
Role Responsibilities
- Strategy & Management
- Partner with FTSE Russell Leadership Team to define sales and retention strategy, leveraging global campaign framework and ensuring consistency of message, internally and externally
- Prioritize and drive sales strategy that is aligned to the key customer communities and workflows where our value proposition and product capabilities deliver new sales and commercial relationships
- Supervise and report on the execution of sales strategy and performance vs. targets, course-correcting where needed
- Serve as primary interlock between the FTSE Russell Leadership Team and SAM organization to implement strategy
- Team Leadership
- Strong leadership of Customer Strategy & Execution Directors responsible for driving the CSE agenda for their respective businesses within the portfolio
- Ensure clear accountability and talent development of individuals in the team, ensuring they have clear objectives and are delivering for their respective businesses while also operating as a strong interconnected team
- Work in partnership with business leadership to resolve issues and clear roadblocks for team members
- Leverage best practice across D&A and the wider LSEG group, collaborating with other divisions and business units to uncover and deliver more value to our customers
- Clear and actionable reporting to senior management on the delivery to plan with effective review and evaluation of launches to drive a culture of improvement and clarity in addition to celebrating success.
- Sales Coordination & Execution
- Ensure effective and user friendly collateral and regular target focused industry standard sales training on any new product initiatives or planned launches, working with the FTSE Russell team to help present product capability through a customer value lens; ensure sales plans and targets are agreed and completed new launches
- Ensure efficient feedback loop from customers into Product Strategy forums, applying appropriate CRM tools and providing business insight in Leadership and Product review forums.
- Become a focal point / center of excellence around product communication, knowledge sharing, etc, organizing community calls or other forums to achieve this
- Ensure sales teams across LSEG understand top level FTSE Russell strategy, and the capabilities that we deliver for the wide variety of customers we serve
- Client Engagement
- Ensure the team develops and implements a client planning approach, mapping out the key customers and associated wallet, the key relationships and decision makers within those accounts, and ensuring that we mobilize against this map. Apply appropriate tools to do this e.g., salesforce
- Contribute to major client engagements and pitch meetings, marshaling internal resources to drive revenue outcomes
- Maintain ongoing dialogue with key client relationships to drive business outcomes and advise our strategy
- Product Development, Branding & Messaging
- Ensure clear lines of responsibility when engaging customers alongside the Product Management and Leadership Team across FTSE Russell.
- Take clear ownership of the actions relating to CSE and report on progress and sales outcomes proactively.
- Represent the voice of the customer within the LSEG organization to inform strategic planning and investment decisions that underpin product development strategy
- Partner with Marketing to drive clear and specific B&I brand messaging across businesses and align this with integrated campaigns to deliver growth
- Partner with Learning & Development on certification pathways to support seller productivity
- KPIs:
- Benchmark & Index revenue growth
- Benchmark & Index net sales performance, incorporating new sales and retention
- Best practice approaches to Sales Strategy and Execution outcomes using campaign
- Client feedback
- Feedback from Benchmark & Indices Product Teams and Leadership
- Campaign analysis and statistics
- A demonstrable in-depth knowledge of indices is essential to the role.
- Market consistent track record in indices, investment strategies and related data and analytics capabilities.
- University degree or equivalent experience: industry qualification, graduate degree preferred.
- 10 years+ commercial / management experience
- FISD Financial Information Associate (an advantage)
- B2B sales experience/exposure
- Broad network of customers, regulators, and market forums/associations, incl. at senior levels
- Understanding of the trends and themes impacting the financial services industry, familiarity with macroeconomic trends and technological developments
- Proven leadership skills including influencing at a high level and leading teams and partners to achieve a common objective.
- Strong interpersonal, communication and presentation skills
- Experience operating in a matrix organization, including partner engagement and consultation and influencing management.
- Proven blend of strategic and operational skills.
- Proactive and execution focused.
LSEG is committed to offering competitive Compensation and Benefits. The anticipated base salary for this position is $200,400 - $372,200.
Please be aware base salary ranges may vary by geographic location, city and state. In addition to our offered base salary, this role is eligible for our Annual Incentive Plan (AIP/"bonus plan"). Target AIP rates will be commensurate with role level and posted career stage. Individual salary will be reflective of job related knowledge, skills and equivalent experience. LSEG roles (excluding internships and part-time roles of less than 20 hours per week) are typically eligible for inclusion in our LSEG Benefits program, which includes offerings of: Annual Wellness Allowance, Paid time-off, Medical, Dental, Vision, Flex Spending & Health Savings Options, Prescription Drug plan, 401(K) Savings Plan and Company match. LSEG's Benefits plan also includes basic life insurance, disability benefits, emergency backup dependent care, adoption assistance commuter assistance etc.
LSEG is a leading global financial markets infrastructure and data provider. Our purpose is driving financial stability, empowering economies and enabling customers to create sustainable growth.
Our purpose is the foundation on which our culture is built. Our values of Integrity, Partnership , Excellence and Change underpin our purpose and set the standard for everything we do, every day. They go to the heart of who we are and guide our decision making and everyday actions.
Working with us means that you will be part of a dynamic organisation of 25,000 people across 65 countries. However, we will value your individuality and enable you to bring your true self to work so you can help enrich our diverse workforce. You will be part of a collaborative and creative culture where we encourage new ideas and are committed to sustainability across our global business. You will experience the critical role we have in helping to re-engineer the financial ecosystem to support and drive sustainable economic growth. Together, we are aiming to achieve this growth by accelerating the just transition to net zero, enabling growth of the green economy and creating inclusive economic opportunity.
LSEG offers a range of tailored benefits and support, including healthcare, retirement planning, paid volunteering days and wellbeing initiatives.
We are proud to be an equal opportunities employer. This means that we do not discriminate on the basis of anyone's race, religion, colour, national origin, gender, sexual orientation, gender identity, gender expression, age, marital status, veteran status, pregnancy or disability, or any other basis protected under applicable law. Conforming with applicable law, we can reasonably accommodate applicants' and employees' religious practices and beliefs, as well as mental health or physical disability needs.
Please take a moment to read this privacy notice carefully, as it describes what personal information London Stock Exchange Group (LSEG) (we) may hold about you, what it's used for, and how it's obtained, your rights and how to contact us as a data subject .
If you are submitting as a Recruitment Agency Partner, it is essential and your responsibility to ensure that candidates applying to LSEG are aware of this privacy notice.
