Sales Manager

Brown Brothers Harriman • Boston, MA

4d

About The Position

At BBH, Partnership is more than a form of ownership—it’s our approach to business and relationships. We know that supporting your professional and personal goals is the best way to help our clients and advance our business. We take that responsibility seriously. With a 200-year legacy and a shared passion for what’s next, this is the right place to build a fulfilling career. At Brown Brothers Harriman, we believe no job is too big or small for any of us to handle if it helps our clients. We value passionate, committed people who enjoy collaborating with others to find new solutions to complex business challenges. We are looking for the type of person who speaks their mind, truly listens and steps outside their role to add value wherever they can. Someone who is driven to get things done and views obstacles as an exciting challenge that demands a creative solution. Above all, we seek someone who takes great pride in their work and is inspired and motivated by their role in protecting and enhancing our client’s financial well-being. If you are looking for an entrepreneurial environment where you can learn and thrive, Brown Brothers Harriman is the right place for you. ETF Sales Manager The ETF Sales Manager will play a crucial role in the development and execution of our defined Sales strategy. You will also directly contribute to the expansion of our potential ETF opportunities with prospects, serve as a subject-matter-expert for ETFs, and develop relationships throughout the ETF ecosystem. Leveraging extensive individual ETF knowledge, the candidate will help shape our ‘go-to-market’ strategy and the creation of industry leading thought leadership and insights. Some of your key responsibilities include: Support Sales leadership through data analysis to help evolve metrics, assess performance, and drive/refine sales strategy. Ensure alignment of metrics with CRM. Assist with the construction of pricing models and proformas for new business opportunities. Help develop business opportunities and contribute to a Sales target as set by the Head of ETF Sales. Develop relationships with key decision makers at assigned prospects. Enable lead generation, identify Sales opportunities and support prospecting efforts. Provide market analysis to identify the highest value potential ETF prospects and inform overall sales coverage models. Work with sales leadership to forecast annual sales from new and existing relationships; ensure an accurate account of pipeline opportunities and committed/converted business throughout the year. Leverage ETF expertise to support the development of timely marketing content and industry leading insights. Partner with Marketing on the creation of differentiated client-facing materials and work with Sales to support the timely completion of client requests/follow-ups. Generate and deliver key ETF market, strategy and regulatory insights to the client, demonstrating BBH’s value as an ETF service provider Inform the ideation, prioritization and business cases for strategic development of ETF technology and services Manage and develop key data sets and analytics which support the evolution of BBH’s ETF servicing business and business development efforts. Represent BBH ETF Services externally (e.g. client presentations, due diligence, sales efforts, conferences, etc.) Build and manage relationship with ETF ecosystem partners such as exchanges, Authorized Participants (APs), market makers, distributors, etc. Engage with industry influencers to expand BBH’s brand and network and to create a pipeline of new business referrals

Requirements

• BS/BA required, or equivalent work experience
• Strong understanding of the ETF market and asset management more broadly
• Understands and can describe the full spectrum of BBH ETF services including custody / fund accounting / transfer agency
• Excellent client-facing skills and presentation skills
• Knowledge of the regulatory environment and other external market forces impacting the asset management and financial institution industries
• Consultative, strategic relationship management & sales experience, approach and methodology
• Knowledge and skills Global asset servicing product knowledge; ETF knowledge required
• Communication skills with demonstrated presentation skills and excellent writing ability
• Professional business acumen; Ability to interact in a professional manner at all levels, both internally and externally to BBH
• Experience maintaining and analysing data using Excel and other tools
• Detail oriented with proven ability to see navigate complex workflows
• Promote desired culture and associated best practices
• Ability to successfully operate within a team

Responsibilities

• Support Sales leadership through data analysis to help evolve metrics, assess performance, and drive/refine sales strategy.
• Ensure alignment of metrics with CRM.
• Assist with the construction of pricing models and proformas for new business opportunities.
• Help develop business opportunities and contribute to a Sales target as set by the Head of ETF Sales.
• Develop relationships with key decision makers at assigned prospects.
• Enable lead generation, identify Sales opportunities and support prospecting efforts.
• Provide market analysis to identify the highest value potential ETF prospects and inform overall sales coverage models.
• Work with sales leadership to forecast annual sales from new and existing relationships; ensure an accurate account of pipeline opportunities and committed/converted business throughout the year.
• Leverage ETF expertise to support the development of timely marketing content and industry leading insights.
• Partner with Marketing on the creation of differentiated client-facing materials and work with Sales to support the timely completion of client requests/follow-ups.
• Generate and deliver key ETF market, strategy and regulatory insights to the client, demonstrating BBH’s value as an ETF service provider
• Inform the ideation, prioritization and business cases for strategic development of ETF technology and services
• Manage and develop key data sets and analytics which support the evolution of BBH’s ETF servicing business and business development efforts.
• Represent BBH ETF Services externally (e.g. client presentations, due diligence, sales efforts, conferences, etc.)
• Build and manage relationship with ETF ecosystem partners such as exchanges, Authorized Participants (APs), market makers, distributors, etc.
• Engage with industry influencers to expand BBH’s brand and network and to create a pipeline of new business referrals

Benefits

• A collaborative environment that enables you to step outside your role to add value wherever you can
• Direct access to clients, information and experts across all business areas around the world
• Opportunities to grow your expertise, take on new challenges, and reinvent yourself—without leaving the firm
• A culture of inclusion that values each employee’s unique perspective
• High-quality benefits program emphasizing good health, financial security, and peace of mind
• Rewarding work with the flexibility to enjoy personal and family experiences at every career stage
• Volunteer opportunities to give back to your community and help transform the lives of others

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees