Director, AMER Clearing Broker Bank Sales – Post Trade LSEG

LSEG is a leading global financial infrastructure and data provider. We play a vital social and economic role in the world's financial system.

Come join the LSEG team!

Role Summary:

Relationship and sales coverage of all our Clearing Members in the US. The Clearing Broker community is a significant component to the LCH revenue base.  Connectivity with all key partners up to the highest seniority level is paramount to ensure collaborative and effective engagement, service delivery and account/revenue growth.

Given the strategic significance of this role and responsibilities the business requires a highly skilled, experience salesperson!

Role Responsibilities

• This role sits in the LSEG Post Trade Sales area
• Specifically, this role requires managing relationships of Post Trade Global Clearing Broker (or Global Prime Services) accounts up to the most senior levels to ensure account/revenue growth and retention, effective service delivery, and new product adoption.
• Maintain and develop relationship connectivity across all accounts, ensuring effective account coverage and facilitating regular Post Trade management engagement in these relationships.
• The role also requires ensuring broad connectivity across the various functions of Clearing Brokers (and key touch points for Post Trade: sales, product, operations, legal) such that the numerous customers/partners that form the collective relationship feel connected and involved; this requires facilitating engagement across Post Trade and Clearing Broker teams.
• This person will be responsible for maintaining a BAU form of regular engagement with the Clearing Broker accounts (e.g. quarterly meetings) as well as managing ad-hoc engagement requirements and resolving any critical issue items as required.
• Coverage scope includes all LCH asset classes/services across both Post Trade and Post Trade Solutions – requiring cultivation of wide network of internal and external relationships to effectively cover relationships & realise cross-selling opportunities.
• It is imperative the successful candidate works closely with the broader global sales team to support growth across jurisdictions with key accounts.
• Partner with key internal collaborators (e.g. Business line heads, heads of product, specialist sales team, wider sales colleagues) to ensure effective delivery of strategic and commercial objectives across the business lines.
• Develop go to market sales plans for new products and services, collaborating closely with colleagues across departments to drive successful outcomes/customer uptake.
• Contributes ideas for service and product improvement, monitors evolving market structure, and works with management to identify how the business should strategically position to deliver value for customers, retain/grow business, and ultimately grow revenues.
• Introduce senior LCH/LSEG representatives to strategically important accounts at an appropriate time.
• Collaborate with cross-department business partners in the deployment of joint critical initiatives.

Minimum Requirements

• An understanding of markets, the role of clearing, and Prime Brokerage
• Client list with established relationships within the bank community
• Experience in driving multiple product campaigns/initiatives with noted outcomes.
• Ideally the candidate will have a strong understanding of trading, and the market and regulatory environment impacting banks (e.g. capital and margin regulation)
• Knowledge of CCPs, clearing businesses and derivatives-related regulatory and legislative agendas
• A minimum of 7 to 12 years of sales / relationship management experience in institutional (or sell-side) sales and/or sophisticated Post Trade product sales that require business case development and account management ownership
• A self-directed sales professional who knows what needs to be done and operates with passion, focus and discipline.
• Ability to prospect and build a pipeline, from identifying the right opportunities to gaining access to the right levels across an organisation; influencing and building advocacy to create the conditions to close the sale
• Works effectively independently but supports a team-oriented approach.
• An excellent communicator – written, verbal, and presentation skills
• interpersonal skills and teamwork.
• Relevant tertiary level qualification
• This is an Individual Contributor role, with strong scope for career growth and people management given the growth nature of the business.

Degree or equivalent experience

Compensation/Benefits