Head SPDR US Institutional Sales

 

State Street partners with institutional investors all over the world to provide comprehensive financial services, including investment management, investment research and trading, and investment servicing.

Job Purpose:

  • The Head of SPDR Americas Institutional Sales is responsible for leading ETF sales activities to Institutions in the Americas, including DB plans, Foundations, Endowments, Insurance Companies, Asset Managers, and Hedge Funds.

Your Responsibilities:

Sales planning: establish, align and implement sales plans to maximize the distribution of SPDR ETFs among institutional clients

  • Establish sales plans covering priority clients, client segments and particular coverage models, taking into account ability to partner and leverage SSGA institutional client resources
  • Stress test plans to ensure feasible targets and the ability to deliver results
  • Proactively and constantly monitor and adjust plans based on learnings

Sales process: orchestrate a team selling process, leveraging expertise and resources around SPDR and SSGA, in particular Capital Markets

  • Establish a clear sales funnel to deliver against the plan
  • Establish tracking & reporting processes, with metrics to enhance team effectiveness and permit simple stakeholder reporting, including accurate and timely CRM use
  • Ensure the team works ‘hand in glove‘ with Capital Markets, Specialists, Strategy & Research, Marketing, Portfolio Management and other SSGA/ SPDR experts
  • Fully leverage broker relationships and other counterparties to extend sales reach
  • Operate within a budget, while maximizing time and resources

Client coverage: Personally own key institutional client relationships as a senior leader for the Global SPDR Business

  • Take ownership of key strategic client relationships as a senior SPDR point person, and personally help to achieve sales targets
  • Represent the firm in client presentations, industry forums and events

Team development: Build a team of qualified sales professionals to aggressively drive sales efforts

  • Understand the long-term potential from institutional clients, and establish a multi-year hiring plan to deliver expected growth
  • Successfully recruit diverse top talent at different levels of seniority
  • Motivate the team to be recognized as the highest performing institutional sales team, industry-wide
  • Manage individuals’ careers and act as mentor for their long-term growth

Business leadership: 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
  • Facilitate an understanding of the Global SPDR business and its strategy and priorities across key internal stakeholders
  • Represent Global SPDR on committees and forums (internally and externally) as needed – serving as a single voice
  • Ensure 100% compliance environment; proactively identify and address areas of risk.

Skills and Qualifications:

  • 10-15+ years of client facing sales experience with relevant institutions
  • Strong existing relationship and the ability to develop new relationships in order to drive SPDR ETF sales
  • Operated at a senior management level in an Institutional Sales role or equivalent at a large scale asset management or other Financial Services firm
  • Proven experience as a leader in managing clients and developing relationships across multiple products, asset classes and regions
  • Proven track record of building, managing and motivating a Sales team over multiple years
  • Solid investment foundation and excellent analytical skills
  • Degree qualified or equivalent with a financial or analytical discipline preferred, FINRA Series 7, 24 and 63
  • Industry experience and track record of results
  • Sufficient gravitas and confidence to engage senior stakeholders with credibility, Strong investment product skills
  • Exceptional verbal and written communication skills
  • Exceptional sales presentation skills, High energy, motivated individual, with a commitment to excellence
  • Strong leadership and motivations skills, Strong influencing and partnership skills – with clients and stakeholders
  • Strong ability to motivate, mentor and engage a high performing team, Executive presence/gravitas/maturity
  • Solution oriented mindset and a change agent, Strong technical ability with investment industry knowledge
  • Ability to work well within a team, Enthusiastic, motivated and open, Positive, entrepreneurial and ‘can do’ attitude
  • Willingness to roll up sleeves and navigate complexity.

Source: for more information click here.

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At State Street, we partner with institutional investors all over the world to provide comprehensive financial services, including investment management, investment research and trading, and investment servicing.Whether you are an asset manager, asset owner, alternative asset manager, insurance company, pension fund or official institution, you can rely on us to be focused on your challenges. We are committed to doing what it takes to help you perform better — now and in the future.

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Information
  • Specialism ETF Issuers & Providers
  • Location Boston
  • Address Boston, US
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