Euromoney Institutional Investor

  • SVP, Sales EMEA & APAC

    Job ID
    Aug 2018-7961
    BCA Research
    Contract Type
    Permanent Full-Time
  • Job Advert

    About Euromoney Institutional Investor

    Euromoney Institutional Investor PLC ( ) is listed on the London Stock Exchange and is a member of the FTSE 250 share index. It is an international business-information group covering asset management, price discovery, data and market intelligence, and banking and finance under brands including Euromoney, Institutional Investor, BCA Research, Ned Davis Research and Metal Bulletin. The group also runs an extensive portfolio of events for the telecoms, financial and commodities markets.

    About BCA

    The business sits within the Investment Research Division. The Division includes BCA and NDR, two of the leading global investment research organisations.

    BCA is the leading independent provider of global investment research. Since 1949, BCA's mission has been to support its clients in making better investment decisions through the delivery of leading-edge analysis and forecasts of all the major asset classes and economies, as well as educating, informing and stimulating discussion through clear and thought-provoking research. The firm maintains a head office in Montreal, with offices in London, New York, San Francisco, Hong Kong, Sydney, Cape Town, Dubai and São Paulo.

    About the Role

    We are looking for a highly experienced and credible sales leader with a record of B2B information subscription sales. Reporting to the CEO of BCA, SVP Sales EMEA & APAC, will play an important role on the business’s leadership team.


    The successful candidate will be action-oriented and results-driven and bring inspiration, credibility and commercial awareness to the business. The will have the ability to think longer-term yet drive execution tactically and manage the balance between the two.


    The EMEA & APAC sales team consists of 17 sales people in London, Cape Town, Hong Kong and Sydney and the revenue from the region is around $40m.


    Principle Responsibilities:

    • Lead the sales team in retaining clients, upselling and gaining new-logo business in order to meet and exceed targets
    • Introduce and maintain rigorous sales processes, working closely with marketing, sales operations and finance
    • Recruit, manage and develop high-performing sales people
    • Manage the expense P&L of the sales team to agreed cost targets


    Measures of success

    • New sales
    • Retention rate of existing clients (clients numbers and value)
    • Upsells


    Experience Required:

    Must have:

    • Significant experience at this level
    • Led subscription sales in an B2B information business
    • Run sales for a multi-product portfolio
    • Built and developed initially inexperienced teams
    • Implemented successful, sophisticated, data-driven sales processes
    • Strong experience of multi-stakeholder sales
    • Direct management of team – minimum 10
    • Direct management of remote teams/individuals
    • Strong experience and record in new sales, retention and upsells


    Nice to have;

    • Experience of financial services clients
    • Experience of selling investment research



    Behavioural Competencies:


    • Action-oriented but highly intelligent - credible with BCA’s investment strategists, and sophisticated hedge-fund and portfolio managers (clients)
    • Positive attitude
    • Proven ability to influence across a complex organization with multiple stakeholders
    • Coaching style
    • Collaborative with colleagues on the leadership team
    • Roll-up-sleeves approach
    • Customer-service orientation
    • Strong presentation skills, ie can present at Board level and to clients



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