Glass, Lewis & Co.
Company OverviewGlass, Lewis & Co. is a leading investment research and global proxy advisory and voting services firm, serving institutions that collectively manage more than $40 trillion. Glass Lewis helps institutional investors make more informed investment and proxy voting decisions by identifying business, legal, governance and financial statement risk at more than 20,000 companies worldwide. Founded in 2003, Glass Lewis is headquartered in San Francisco with offices in New York, Washington, D.C., Australia, Germany and Ireland. For more information, visit http // DescriptionThe Director, Institutional Relations will be based in London, England, and will help drive the European sales effort with a primary focus on new business and client retention in EMEA. The successful candidate will expand the new business effort in the region by proactively identifying opportunities, coordinating resources, and demonstrating technical product expertise. They will also serve as a resource to the Vice President of Institutional Relations to lead projects and manage responsibilities that create new sales opportunities with existing and prospective clients, as well as mitigate client retention risk. The best candidate for this role has a thorough understanding of the existing dynamics of the corporate governance and ESG markets, and direct experience building strategic relationships with asset owners and asset managers.Reports to Vice President of Institutional RelationsSpecific Responsibilities Identify, target and engage with prospects across assigned territories in the EMEA region Create and manage new business opportunities, including demonstrating products, creating presentation materials, and coordinating responses to RFPs and questionnaires Develop deep technical expertise in GL products, and knowledge of GL staff and processes Coordinate meetings as needed, including client due diligence visits, sales presentations, and conferences and events hosted by GL or otherwise Collaboration with the Client Service team to strengthen relationships with existing clients and identify opportunities for cross-selling Assist the Vice President of Institutional Relations by managing special projects and ensuring important market intelligence is gathered and provided on an ongoing basis Identify sales trends and opportunities to improve processes by analyzing internal and external data Document interactions and all appropriate activity in the company’s CRM, and actively maintain accurate pipeline information RequirementsKey Skills Required Ability and communication skill to initiate and develop meaningful relationships across all levels of clients and prospects, from C-suite to day-to-day administrative contacts Experience and skill in delivering presentations at a high level within the financial services market Organized, efficient, accountable, and comfortable in a deadline-driven environment Interpersonal skills to build collaborative internal relationships and shepherd necessary resources for success across departments Excellent writing and communications skills Willingness to work autonomously to solve problems in a flat organization Proficiency in European languages are preferred Proficiency with Microsoft Office suite; familiarity with sales CRMs like salesforce.com or HubSpot preferred Education/experience Undergraduate degree required 5+ years of relevant experience require Experience in sales and ESG / corporate governance required