Buyside Index Sales Specialist
About the Role
This position is a senior contributor to our strategic buy-side team within the Americas Index Sales organization. The role focuses on leading critical client relationships to grow the usage of FTSE Russell indexes across various investment products and solutions, including mutual funds, ETFs, SMAs, and CITs.
Internal collaboration is essential across the sales organization and with stakeholders in Index Research, Product, Legal, and Marketing. The candidate will coordinate with LSEG account managers and collaborate with index sales teams spanning wealth, asset owner, sell-side, and insurance channels.
Responsibilities
- Build and maintain strong relationships with key decision-makers across asset management organizations.
- Grow and develop accounts through strategic planning and pitching new investment ideas for index-linked products (e.g., ETFs, mutual funds, direct indexing) using FTSE Russell indexes, including equity, factors, fixed income, thematic, sustainable, crypto, real estate, and private asset solutions.
- Engage frequently with clients on strategic priorities and collaborate internally with FTSE Russell product teams to deliver new ideas.
- Promote FTSE Russell indexes across the investment process, including performance measurement, fund creation, investment research, and strategy development.
- Collaborate strategically with clients on their key investment objectives across asset classes and position FTSE Russell indexes to meet those needs.
- Deliver insights on market intelligence, distribution, and marketing opportunities.
- Solicit client feedback on new initiatives, research, and future product development.
- Develop and implement strategic account plans to advance FTSE Russell opportunities and align with broader LSEG relationships.
- Manage the sales pipeline for new index-linked funds and index switch opportunities across the client’s product lineup, including ETFs, direct indexing, and retirement products.
- Engage on contractual requirements for new business and renewals, and resolve unlicensed client index usage.
Requirements
- Proven experience in sales, ideally in index sales, strategic account management, wholesaling, or other investment-related business development roles.
- Experience working for or selling to U.S. asset managers and/or wealth managers.
- Deep knowledge of investment products, processes, and trends in the global investment industry, including ETF usage, product development, direct indexing, and wealth/retirement planning.
- Strong hunting mentality and ability to quickly identify and pursue opportunities.
- Ability to negotiate complex commercial deals pertaining to index licensing.
- Willingness to travel frequently to meet clients.
- Quantifiable sales track record.
- Superior communication skills and ability to create materials and present to clients and internal stakeholders.
- Ability to multitask and handle multiple demands/projects.
- Strong analytical skills.
- Capable of working both as part of a team and independently to meet team and individual targets.
- Motivated by and able to thrive in a targeted sales environment; comfortable in a rapidly changing organization.
- Bachelor’s degree or equivalent in Finance, Economics, Engineering, or a related field; specialization and expertise within a product area is a plus.
- Proficiency in MS Office, Excel, PowerPoint, and Salesforce is required.
- Leverage sales tools such as Salesforce and SalesLoft to optimize client outreach and engagement.
Pay
The anticipated base salary for this position is $143,200 - $238,800, with variations by geographic location, city, and state. This role is also eligible for a Variable Incentive Compensation plan, with target variable compensation commensurate with the posted career stage.
Benefits
- Annual Wellness Allowance.
- Paid time-off.
- Medical, dental, and vision coverage, including Flex Spending and Health Savings options, and a prescription drug plan.
- 401(K) Savings Plan with company match.
- Basic life insurance and disability benefits.
- Emergency backup dependent care and adoption assistance.
- Commuter assistance.