Job Purpose:

  • The Head of Internal Sales will be responsible for developing and leading the internal sales desk across all intermediary channels
  • This requires promoting the State Street Global Advisors and SPDR value proposition in the US, building presence, visibility, identity and revenues within this important segment
  • You will understand the dynamics and needs of the various clients and Investment community and ensure that State Street Global Advisors’s reputation as a premier ETF manager in the marketplace is reinforced and improved
  • You will influence internally by providing feedback and intelligence on market trends, competitor positioning and evolving client requirements enabling and cultivating strong relationships within and across the State Street Global Advisors organization.

 

Your Responsibilities:

  • You will serve as a senior leader for the internal sales desk, leading a professional sales force which includes Internal Sales Desk Managers and their respective teams in a premier sales organization with a focus on achieving Company’s strategic business initiatives within the intermediary markets

  • This position provides leadership, direction, and functional expertise to ensure departmental results for this assigned area

  • You will direct and motivate the internal sales team and set strategic priorities and activities within the internal sales function which will lead to an increase in sales revenue and market share for Company

  • This role will report to the Head of Americas Distribution and will contribute to key departmental discussions at a senior leadership team

    Business leadership:

  • Stress test plans to ensure feasible targets, and the ability to deliver results
  • Actively and regularly monitor progress towards sales plans and provide feedback and solutions based on insights and market developments
  • Collaborate with channel heads and business leaders to ensure seamless coverage of clients

  • Business co-ordination across ETF eco system

  • Lead and develop strong productive working partnerships across all components of the SPDR ETF eco system including; Marketing, Capital Markets, Product, Infrastructure, and PR

  • Sales process:

  • Orchestrate a team selling process, applying expertise and resources across SPDR and State Street Global Advisors
  • Collaborate with channel heads to establish a clear sales funnel and related pipeline management to deliver against the plan
  • Refine a tracking and reporting methodology, with metrics that enhance team effectiveness and permit simple partner reporting, including accurate and timely CRM use
  • Operate within a budget, while maximizing time and resources

  • Client coverage:

  • In conjunction with channel heads, develop client coverage model that most effectively and efficiently utilizes the sales resources

  • Talent Management & Team development:

    This role will be responsible for leading, mentoring and developing a talent base of 40+ personnel spanning entry level to Vice President.  Responsibilities include:

  • Attracting, developing and retaining required talent for execution of the sales plan
  • Motivating the team to be recognized as the highest performing distribution team, industry-wide
  • Managing individuals’ careers and acting as mentor for their long-term growth

  • Business partnership:

  • Collaborate with other channel heads across the distribution business as well as other global functional areas, such as Product and Marketing
  • Deliver risk excellence and support the business as a whole through internal and external relationship development
  • Build and maintain strong relationships with key internal partners particular across Second Line of Defence
  • Facilitate an understanding of the U.S. SPDR business and its strategy and priorities across key internal partners
  • Represent U.S. SPDR business  on committees and forums (internally and externally) as needed
  • Ensure 100% compliance environment; actively identify and address areas of risk

Business profile

  • Engage in a thoughtful and insightful manner with industry groups (e.g., ICI) on matters related to the role and scope of internal sales

Span of control – Role will include the following direct reports

  • Work with channel heads on strategies for the Independent Wealth and Private Wealth channels and impact of those strategies on the internal sales teams
  • Two internal sales desk managers with further expansion as resourcing is required.

Skills and Qualifications:

  • Strong leadership skills and a history of mentoring and developing internal sales talent
  • Seen as a valued contributor on sales strategy and product priorities
  • Demonstrated sales effectiveness and overcoming hurdles to achieve sales excellence
  • Strong communication skills to advise senior management of the organization. This requires a level of executive presence and the knowledge and stature to deliver advice in a way that will be respected and incorporated by the Investment, Product Marketing and other functional area leaders
  • Global mindset with demonstrable ability to harmonize global, regional and local objectives. A highly developed sense of judgment and the ability to balance business needs in an objective and practical way is critical
  • A strong background in developing and motivating employees, building teams and relationships and engendering a sense of results-orientation – working at times in a matrix environment
  • Personal and organizational accountability, loyalty, independence and fairness among colleagues and employees, particularly in a multi-cultural environment
  • Possesses an extensive network of relationships across the Americas intermediary and asset management community with a strong reputation for understanding and meeting the needs of clients and prospects

Critical Competencies:

  • Client insights
  • Market Insights
  • ETF Product & technical insights
  • Business building – business plan development, metrics, management
  • Talent – team building
  • Leadership and Management Capabilities
  • Peer Partnership – Internal & External
  • SPDR/ State Street Global Advisors /State Street brand and reputation in Americas and related opportunities/challenges

Personal Profile:

  • A demonstrated track record of success in an external sales role, from building a bottom up sales plan to delivering on result
  • A deep knowledge of the dynamics that drive the ETF industry
  • You have strong ethics and integrity with a strong risk radar and dedicated approach to resolve issues
  • You are confident and credible to achieve consensus with both internal and external parties, with well-rounded communication skills to enable articulation of complex matters in straight-forward manner
  • It is vital that you have a confirmed ability to form constructive relationships with senior management and be recognized as a partner and resource by all.  As such you will have a demonstrable record of engaging with executive teams in shaping business strategies and of being seen as able to identify solutions in addition to potential issues
  • You have professional curiosity to identify and drive improvements and opportunities with a willingness to get into the detail and frame the solution and senior level presence to provide ‘challenge’ where appropriate
  • You are a good influencer and have strong partnering skill – with clients and stakeholders.
  • You have a commitment to excellence and can motivate, mentor and engage a high performing team
  • You will possess exceptional verbal and written communication skills
  • You have a willingness to roll up your sleeves and navigate complexity.

Source: for more information click here.

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