Director, Business Development | London, UK

Director, Business Development

Job Purpose
ICE Fixed Income and Data Services division is looking for an experienced Director, Business Development to grow our index business in the EMEA region. This position includes responsibility for developing strategies to grow top line revenue, working with internal stakeholders to build out solutions targeted at strategic opportunities and market segments and co-ordinating go-to-market activities with Sales, Relationship Management and Marketing teams.

Responsibilities

• Co-ordinate the development of relationships in the Asset Owner, Consultant, ETF Issuer and Asset Management market segments to promote our Index offerings in collaboration with Sales and Relationship Management teams. Clearly communicate the propositions and differentiators of our Index Solutions and assist creating new opportunities for the business.
• Conduct market assessments, quantify opportunities and devise multi-year growth strategies for priority market segments in collaboration with Product Management.
• Co-ordinate go-to-market activities and campaigns. Includes devising value propositions for target market segments, training Sales teams on the communication of the value propositions and opportunity identification and continuously assessing feedback to align our service offering to the requirements of client use cases.
• Sales enablement: Train Sales and Relationship Management teams on products and market positioning, act as an SME on opportunities to close deals.
• Work with Marketing to support the commercial strategy with promotional material and documentation to support campaigns. Includes developing thought leadership activities.
• Develop and maintain relationships with Index clients to accurately represent the 'voice of the customer' in documenting and reviewing feedback with our Product Management and Development teams.
• Ensure top clients are maximizing value from our content in order to keep erosion at bay and grow our footprint within these client accounts.
• Manage commercials for the Index Solutions business in EMEA in coordination with Product and Corporate commercial management teams. Includes establishing frameworks for new products, input to the structure of client proposals and monitoring proposals and contracts to ensure compliance with company expectations.
• Collaboration with the Product team to identify and prioritise development requirements.
• Build strong relationships with strategic partners to position products and help maximize revenue growth.

Knowledge and Experience

• Extensive experience working in Index Solutions in Product Management or Sales with a focus on Business Development.
• Commercial aptitude - must be able to identify commercial drivers and formulate an approach that maximizes revenue generation / revenue retention.
• Excellent planning and organizational abilities - must be able to effectively prioritise projects and on a day-to-day basis.
• Must have in-depth analytical and problem-solving skills.
• Good presentation skills - must be comfortable giving demonstrations and presentations to internal staff, customers / prospects, and senior management.
• Customer-orientated attitude. Must be able to clearly establish client's requirements, expectations, and end goals.
• Ability to work on own initiative and take responsibility for deliverables.
• Ability to communicate technical issues effectively with both technical and non-technical internal staff and customers.
• Ability to identify areas needing improvement in the business and to communicate this effectively to management and other staff.
• Team player - communicate effectively with team members, offer, and accept help where required.

Schedule
This role offers work from home flexibility of one day per week.