The Benchmarks & Indices (B&I) Business Development Manager plays a pivotal role in driving commercial growth and market expansion for the firm’s index franchise. Operating horizontally across teams, regions, asset classes, and client segments, this role blends business development, strategic partnerships, sales enablement, and product expertise.
The Business Development Manager will directly engage prospective clients, partner closely with Account Management and New Business for pipeline generation, and collaborate with Product and Marketing on new index launches and scaled lead‑generation initiatives. The role also carries a strong external‑facing component—representing the business at industry events and serving as a thought leader across global index markets. Success requires a hunter mindset, high levels of self‑drive, strong commercial instincts, and an ability to execute with pace in a global, matrixed environment.
Key Responsibilities
- Lead the Go‑to‑Market strategy for B&I indices, coordinating new index launches and driving commercial activation.
- Build and execute a robust sales strategy aligned with the Go‑to‑Market agenda and Product Roadmap.
- Identify, qualify, and close new business opportunities in partnership with Account Management, Strategic Accounts, and New Business teams.
- Develop and implement commercial models—including pricing, licensing, partnership frameworks, and distribution strategies.
- Act as a subject matter expert on B&I products, supporting sales teams in client interactions, pitches, negotiations, and product positioning.
- Develop a deep understanding of how investable indices are used across OTC derivatives markets and structured products globally (e.g., FIA/FILA in the US; structured notes/leveraged products in EMEA/APAC).
- Build and maintain a high‑quality network across: Buy side – asset owners, pension funds, insurers, SWFs, asset managers, hedge funds, ETF issuers / Sell side – structuring desks, QIS teams, trading, sales, risk management / Strategic partners – exchanges, index providers, data vendors.
- Engage effectively with both prospective clients and competitive partners in a complex market ecosystem.
Cross‑Functional Collaboration
- Work with Product and Strategy teams to inform product design, index methodology direction, and future roadmap based on client feedback and market trends.
- Ensure alignment across internal commercial teams to avoid duplication and maximize market coverage.
- Partner closely with Marketing to generate leads at scale, create compelling external narratives, and elevate brand visibility.
Industry Presence
- Represent the index business at conferences, forums, and client events.
- Act as a credible market voice on trends in OTC derivatives, index innovation, QIS, and the broader structured products landscape.
- Deliver presentations, panel contributions, and client briefings with confidence and subject‑matter authority.
Experience & Competencies
- Proven experience licensing indices to financial institutions, ideally within fixed income, derivatives, or OTC markets.
- Background in global markets within a sell‑side environment, particularly in structured products sales, structuring, QIS, or systematic strategies.
- Strong understanding of OTC markets—rates, inflation, FX, credit, fixed income, energy, commodities, equity derivatives—and how indices underpin financial product manufacturing.
- Demonstrated ability to build and leverage senior networks across buy side, sell side, and market‑infrastructure partners.
- Strong commercial acumen with the ability to structure, negotiate, and close complex licensing and distribution agreements.
- Excellent communication, interpersonal, and stakeholder‑management skills.
- Confident external presence with experience speaking at industry events.
- Hunter mindset: proactive, driven, fast‑moving, and comfortable operating globally.
- Public speaking or thought‑leadership experience, including panels, webinars, whitepapers, or industry commentary on trends in derivatives, indices, or systematic strategies.
- Experience in a global, matrixed organisation, collaborating across Product, Strategy, Sales, Marketing, Legal, and Compliance.
- Proficiency with CRM tools and analytics platforms, such as Salesforce, Power BI, or other sales‑enablement systems.
- Additional languages, particularly those relevant to client expansion regions (e.g., French, German, Mandarin, Japanese, Arabic).
- Familiarity with index regulatory requirements, such as EU Benchmarks Regulation (BMR), IOSCO principles, and governance best practices.
- Experience working with or selling into ETF issuers, structured note desks, or asset managers with index‑tracking strategies.
Job Band & Level:
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About TP ICAP Group
The TP ICAP Group is a world leading provider of market infrastructure. Our purpose is to provide clients with access to global financial and commodities markets, improving price discovery, liquidity, and distribution of data, through responsible and innovative solutions.
Through our people and technology, we connect clients to superior liquidity and data solutions. The Group is home to a stable of premium brands. Collectively, TP ICAP is the largest interdealer broker in the world by revenue, the number one Energy & Commodities broker in the world, the world’s leading provider of OTC data, and an award winning all‑to‑all trading platform.
The Group operates from more than 60 offices in 27 countries. We are 5,200 people strong. We work as one to achieve our vision of being the world’s most trusted, innovative, liquidity and data solutions specialist.
About Parameta Solutions
Parameta Solutions is the Data & Analytics division of TP ICAP Group. The business provides clients with unbiased OTC content and proprietary data, in‑depth insights across price discovery, risk management, benchmark and indices, and pre and post‑trade analytics. Its post‑trade solutions offering helps market participants control their counterparty and regulatory risks through a growing range of tools that manage balance‑sheet exposure, as well as compression and optimisation services. The Data & Analytics division includes the following brands: Tullett Prebon Information, PVM Data Services, ICAP Information and Burton‑Taylor Consulting.
Not The Perfect Fit?
Concerned that you may not meet the criteria precisely? At TP ICAP, we wholeheartedly believe in fostering inclusivity and cultivating a work environment where everyone can flourish, regardless of your personal or professional background. If you are enthusiastic about this role but find that your experience doesn’t align perfectly with every aspect of the job description, we strongly encourage you to apply. You may be the ideal candidate for this position or another opportunity within our organisation. Our dedicated Talent Acquisition team is here to assist you in recognising how your unique skills and abilities can be a valuable contribution. Don’t hesitate to take the leap and explore the possibilities. Your potential is what truly matters to us.
Company Statement
We know that the best innovation happens when diverse people with different perspectives and skills work together in an inclusive atmosphere. That’s why we’re building a culture where everyone plays a part in making people feel welcome, ready and willing to contribute. TP ICAP Accord – our Employee Network – is a central to this. As well as representing specific groups, TP ICAP Accord helps increase awareness, collaboration, shares best practice, and holds our firm to account for driving continuous cultural improvement.
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