Sales Specialist - Asset Owners and Consultants Coverage

MSCI · London

MSCI is seeking an experienced Sales Specialist to join our Asset Owners & Consultants (AOC) Coverage team, with responsibility for the UK and Ireland market.

The Asset Owners & Consultants team works with some of the largest and most sophisticated institutional investors, including pension funds, insurance companies, official institutions, foundations, endowments and investment consultants. We help our clients address investment challenges spanning asset allocation, benchmarking, portfolio construction, risk management, sustainability and climate, and public and private markets.

As an AOC Sales Specialist, you will drive the adoption of MSCI's Index, Analytics, Sustainability & Climate and Private Assets solutions across the UK and Ireland. You will be responsible for developing new business while expanding and deepening relationships with existing clients.

We take a consultative approach to coverage, seeking to understand our clients' investment processes, strategic priorities and evolving challenges and connecting these needs with MSCI's research, data, indexes, analytics and solutions.

This is a highly visible commercial role combining sophisticated relationship management with clear revenue objectives. You will engage senior investment professionals and decision-makers, develop strategic account plans, originate and close opportunities, negotiate commercial agreements and coordinate MSCI resources to deliver an exceptional client experience.

You will work closely with colleagues across MSCI's Product, Research, Client Coverage, Client Service, Marketing, Legal and Finance teams, as well as with regional and global Sales colleagues.

Develop and execute strategic territory and account plans for Asset Owner and Consultant clients across the UK and Ireland.
Build and deepen relationships with senior stakeholders across pension funds, insurers, investment consultants and other institutional investors.
Identify, originate and close new business opportunities while expanding MSCI's footprint within existing strategic accounts.
Consistently achieve and exceed revenue, benchmark adoption and broader commercial objectives.
Drive benchmark wins and displacements and identify opportunities to expand the adoption of MSCI indexes across institutional portfolios.
Identify cross-sell and up-sell opportunities across MSCI's Index, Analytics, Sustainability & Climate and Private Assets franchises.
Lead consultative discussions with clients on topics including asset allocation, benchmark strategy, portfolio construction, risk management, sustainability and climate, and public and private market investing.
Position MSCI's research, data, methodologies and solutions with investment teams, senior management and other key decision-makers.
Manage the end-to-end commercial process, including opportunity identification, qualification, presentations and demonstrations, proposal development, pricing, negotiation, contracting and closing.
Partner with MSCI Product, Research and specialist teams to bring relevant insights and expertise to clients and prospects.
Develop strong relationships with the UK and Ireland investment consultant community and identify opportunities to increase MSCI's relevance and influence across consultant research, advice and client recommendations.
Maintain disciplined pipeline management, forecasting and CRM records.
Gather and communicate client feedback, market developments and competitive intelligence to Product, Research and senior management.
Contribute to product development by identifying emerging client requirements and opportunities for new solutions.
Represent MSCI at relevant industry conferences, client events and other forums, developing a strong network across the UK and Ireland institutional investment community.
Collaborate with the wider MSCI sales organization to identify and execute cross-segment and cross-product opportunities.

Strong understanding of the UK and Ireland Asset Owner and Investment Consultant ecosystem and the investment processes of institutional investors.
Significant relevant experience in institutional sales, relationship management or business development within financial services.
Demonstrated track record of developing senior client relationships and successfully closing complex, consultative sales.
Strong knowledge of institutional investment processes, including asset allocation, portfolio construction, benchmarking and risk management.
Understanding of both active and passive investment approaches and the role of indexes and benchmarks within institutional portfolios.
Broad knowledge of financial markets and investment trends across multiple asset classes, including equities, fixed income and private assets.
Familiarity with sustainability and climate considerations within institutional investment processes.
Ability to engage credibly with CIOs, investment directors, portfolio managers, heads of risk, sustainability professionals and investment consultants.
Strong commercial judgment with the ability to balance long-term strategic relationship development with revenue objectives.
Excellent communication, presentation, networking and interpersonal skills.
Consultative, intellectually curious and client-focused approach, with the ability to translate complex investment challenges into relevant solutions.
Strong analytical and quantitative capabilities.
Ability to navigate a global organization and collaborate effectively across Product, Research, Sales and Client Service teams.
Entrepreneurial mindset, high degree of personal accountability and demonstrated ability to manage multiple priorities.
Bachelor's degree or equivalent experience required; Master's degree, MBA and/or CFA qualification would be advantageous.

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