Global Head Sales Strategy & Execution B & I

London Stock Exchange Group

Company Type

Global Head - Sales Strategy & Execution, Benchmarks & Index Solutions

Position Summary

The Global Head of Sales Strategy & Execution (SS&E), Benchmark & Index Solutions (B&I) 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 for the Benchmarks & Index business within the Data & Analytics (D&A) division. It ensures SAM is fully equipped to execute on the business strategy and maximize sales productivity to deliver financial performance goals.

Role Responsibilities

  • Strategy and management
  • Partner with B&I 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 
  • Monitor and report on the execution of sales strategy and performance vs. targets, course-correcting where needed
  • Serve as primary interlock between the B&I Leadership Team and SAM organization to execute EDS strategy
  • Team leadership 
  • Strong leadership of Sales Strategy & Execution Directors responsible for driving the SS&E agenda for their respective businesses within the B&I 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 these 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 transparency in addition to celebrating success.
  • Sales coordination and 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 B&I team to help present product capability through a customer value lens; ensure sales plans and targets are agreed and executed against new launches
  • Ensure optimal feedback loop from customers into Product Strategy forums, utilizing 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 B&I strategy, and how B&I capabilities deliver for the wide variety of customers we serve
  • Client engagement
  • Ensure the team develops and executes 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. Utilize appropriate tools to do this e.g., salesforce
  • Contribute to major client engagements and pitch meetings, martialing internal resources to drive revenue outcomes
  • Maintain ongoing dialogue with key client relationships to drive business outcomes and inform our strategy
  • Product development, branding and messaging
  • Ensure clear lines of responsibility when engaging customers alongside the Product Management and Leadership Team across B&I.
  • Take clear ownership of the actions relating to SSE 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: 
  • B&I revenue growth
  • B&I net sales performance, incorporating new sales and retention
  • Best practice approaches to Sales Strategy and Execution outcomes using campaign
  • Client feedback
  • Feedback from B&I Product Teams and Leadership

Campaign analysis and statistics

Qualifications and Experience Required

  • University degree: industry qualification, graduate degree preferred.
  • 10 years+ commercial / management experience
  • FISD Financial Information Associate (an advantage)
  • Market domain experience in indices, investment strategies and related data and analytics capabilities
  • 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
  • Demonstrated leadership skills including influencing at a high level and leading teams and stakeholders to achieve a common objective.
  • Strong organizational, communication and presentation skills
  • Experience operating in a matrix organization, including stakeholder engagement and consultation and influencing management.
  • Demonstrated blend of strategic and operational skills.
  • Proactive and execution focused.

Compensation/Benefits Information (New York City applicants only):

LSEG is committed to offering competitive Compensation and benefits. The anticipated base salary for this position is $212,200 - $394,000.

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 (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 commensurate experience. All roles are typically eligible for inclusion in our LSEG benefit program, more information & details will be provided at time of offer.

At LSEG, we believe that creating a diverse and inclusive organisation is fundamental to the way we deliver on our promise of creating essential partnerships and open opportunities. Our open culture is central to how we deliver our purpose – driving financial stability, empowering economies and enabling customers to create sustainable growth – in everything we do.

Working with us means that you will be part of a dynamic organisation of 25,000 people across 70 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 any mental health or physical disability needs.

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