Role Overview
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 directly engages prospective clients, collaborates with Account Management and New Business for pipeline generation, and partners 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—requiring 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.
- Build and maintain a high‑quality network across buy side, sell side, and strategic partners such as exchanges, index providers, and data vendors.
- Engage effectively with prospective clients and competitive partners in a complex market ecosystem.
- 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.
- Represent the index business at conferences, forums, and client events, delivering presentations, panel contributions, and client briefings with confidence.
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
Job Band & Level: Manager / 6
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