The iShares brand was launched in 2000 and has since become the leading ETF provider with over $450 billion in assets under management globally and just under 50% US ETF industry market share, as of October 2009. iShares runs almost 400 ETFs globally, holding securities in various asset classes ranging from US domestic equity to fixed income, to emerging and frontier markets. The target audience for iShares includes intermediaries (financial advisors) and institutional investors.
iShares ETFs are built around indices by virtually every leading index provider: Barclays Capital, Cohen & Steers, Dow Jones, FTSE, FSTE/Xinhua, iBoxx, JP Morgan, Morningstar, MSCI, NASDAQ, NYSE, Russell and Standard & Poor’s. They are diversified like typical index funds, but trade like an exchange listed security, with the advantages of transparency, cost- and tax-efficiency, and index exposure. The iShares business believes its competitive advantages lie in the depth and breadth of its products, the unique expertise and service of its client relationship teams, and its brand strength.
This role is on the Channel Strategy & Programs team in the Americas iShares COO organization, and will report to and partner closely with the Director of Sales Effectiveness & Programs to support and/or manage sales effectiveness and enablement initiatives in the following areas:
Virtual Client Engagement and Sales Mobility
Contribute to the strategy formation and implementation of eWholesaling and virtual client experience initiatives including vendor management, communications, support, content development and measuring effectiveness of the programs.
Lead change management efforts to drive adoption of new eWholesaling platforms and processes.
Partner with Sales, Messaging, Marketing and Events to build virtual conferencing capabilities and project manage cross-channel events.
Drive integration of virtual platforms with US iShares CRM and lead generation programs.
Support efforts to advance the mobility, efficiency and effectiveness of external wholesalers by promoting the needs of iShares to technology partners, acting as intermediary to ensure iShares mobility needs are met and the iShares organization is informed of technology advancement plans.
Maintain subject matter expertise around emerging technologies, tools and concepts that can be considered as solutions for iShares sales mobility, productivity and effectiveness.
Lead Generation Programs for Sales
Support specific lead generation and cross-selling initiatives that align with channel strategies and campaigns.
Manage Lead Signals Program for iShares, a CRM-based function designed to identify and deliver business development opportunities for sales, responsibilities include:
Work with sales, marketing and technology partners to manage the lead generation process and broaden awareness of the program,
Manage forums for lead generation ideation to ensure lead generation tactics are in line with channel strategies and campaigns.
Deliver program-level reporting & communications
Work with CRM technology team to ensure evolution and support of the lead generation functionality in CRM.
Identify new lead generation opportunities as new web-based tools, predictive analytics and sales strategies emerge, such as the eWholesaling and virtual events platforms.
Sales Content Management
Partner with Sales, Marketing and Product to support and enhance the content management platform (SPiN) for the US iShares organization, including the ongoing communications, new user training and change management.
Facilitate the SPiN working team to manage and prioritize the enhancement queue, monitor user statistics, drive resolution of technical or usability issues through Distribution Solutions (Technology).
Lead efforts to advance the mobilization of content from SPiN for external wholesalers, to deliver through eWholesaling platforms, tablet devices, etc.
Sales Process and CRM Support
Provide support to Sales to maximize effective usage and adoption of existing sales systems, tools and processes, including the sales CRM and content management tools.
Represent the needs of iShares Sales to Technology to influence enhancement roadmap needed to increase effectiveness and adoption of all tools and technologies, particularly as it relates to the design and development of mobility solutions for Sales.
Support change management efforts, as the iShares sales organization adopts new tools and process (such as CRM migration to SalesPage in Q3’2012)
Work closely with resources in the Client Solutions Center (CSC) to ensure that technology tools training and support delivered by the CSC is adequate, relevant and coordinated with Sales Effectiveness & Programs initiatives.
Qualifications:
Experience in the Financial Services industry (5+ years) within sales & marketing organizations and/or in the B2B technology space with experience in sales platforms in financial services
Proven ability lead through influence, drive decisions and manage across multiple functions in an organization, synthesizing information and making recommendations
Proven track record of driving projects from ideation to implementation, including building a compelling strategy and business case, building and executing on an implementation plan, and garnering the support and advocacy required for success and adoption
Dynamic, engaging style with excellent written and oral communication across different audiences and levels
Excellent project management skills and experience
Direct sales, sales training or sales support experience in financial services strongly preferred
Track record with sales process improvement and re-engineering work, linking technology systems to business processes
Solid understanding and experience with sales processes, lead generation programs and pursuit strategies and sales force optimization strategies
Solid understanding and experience with how CRM, content management technologies and strategies enable efficient execution of sales strategies and processes
Knowledge of the iShares sales channels, product groups, and roles strongly preferred
Collaborative and team player, ensuring overall business success
BlackRock is proud to be an Equal Opportunity/Affirmative Action Employer—M/F/D/V.
BlackRock is one of the world’s preeminent asset management firms and a premier provider of global investment management, risk management and advisory services to institutional, intermediary and individual investors around the world. BlackRock offers a range of solutions — from rigorous fundamental and quantitative active management approaches aimed at maximizing outperformance to highly efficient indexing strategies designed to gain broad exposure to the world’s capital markets. Our clients can access our investment solutions through a variety of product structures, including individual and institutional separate accounts, mutual funds and other pooled investment vehicles, and the industry-leading iShares® ETFs.
Job Function
:
Sales/Relationship Management
Primary Location
:
Americas-United States-San Francisco
Organization
:
GCG-North America iShares
Job Posting
:
May 15, 2012, 6:35:58 PM
BlackRock - 12 months ago
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