Job Description

Role Description:

This individual will be responsible for leading the Derivatives Sales team’s effort to expand and grow the global derivatives business with all client segments within Europe. This is a player/coach role, with the sales head responsible for both leading and managing the team, maintaining direct client relationships, as well as creating local client-facing sales strategies for a variety of exchanges globally, with the support of the Global Sales Head. This individual and the team they lead’s primary objectives are to: 1) expand the Cboe European Derivatives Exchange (CEDX) business, and 2) grow the US Derivatives businesses (Cboe Options & CFE).

The key client regional/country responsibilities include:

• United Kingdom

• Germany

• France

• Italy

• Ireland

• Spain

• Netherlands

• Nordics

• Israel

• United Arab Emirates

The primary exchange responsibilities include:

• Cboe’s European options & futures exchange (CEDX)

• Cboe’s US options exchanges (C1, C1, BZX, EDGX)

• Cboe’s US futures exchange (CFE)

• All options & futures products traded on these exchanges are en scope for the role

This individual will build and implement the strategy across the sales team to cover specific client channels and/or countries, setting priorities and KPIs. These client channels include hedge funds, asset managers, insurance companies, pensions, endowments, investment trusts, sovereign wealth funds, banks (private banks, commercial banks, and investment banks), market makers, prop trading groups, CTAs, institutional brokers, retail brokers, and FCMs (derivatives/futures clearing members).

The sales team will actively manage a portfolio of existing customer accounts for European and US derivative products, as well as generate new business from new client origination within existing and prospective accounts across Europe. The sales head will produce analysis and reports that identify developing trends within the products and clients, and therefore must have a business-development mentality in addition to a sales & client service expertise. Modeling these skills for the sales team of individual producers is a critical part of this role, as each producer will have a set focus client region or segment – the sales head will support them in implementing strategies for their client segments.

This role is within the Global Derivatives organization and will be reporting into the Global Head of Derivatives Sales & Distribution. The sales team is responsible for SalesForce reporting, pipeline management, account management, campaign management, cross-selling, country plan management and other sales initiatives.

The role will involve managing clients based in countries across Europe, involving international travel up to 35% of the Sales Head’s time, varying throughout the year based on the needs of the business and its clients.

The Position Will Be Responsible For:

• Delivery & implementation of a strategic sales plan for the client region covering the Global Derivatives exchanges; this will include mapping the critical ecosystem for our clients to access our derivatives exchanges

• Creation & monitoring of sales goals and KPIs

• Regular reporting on sales & client progress to the Global Sales Head and Business Leaders

• Build relationships with new and existing customers to support adoption of Cboe’s proprietary tradeable derivatives products.

• As a player coach, the individual will also be responsible for leading a team of individual sales producers, who are collectively responsible for:

  • Design go-to-market strategies a variety of customer channels and report progress to senior management.

  • Organize a week which may include formal office visits, phone calls, electronic and other forms of interactions.

  • Generate new lead opportunities that will result in new clients coupled with the ability to cross-sell all Cboe products and services.

  • Identify & write product use cases for target investors

  • Work collaboratively with internal teams and business units, e.g., Data & Access, Marketing, Communications, Options Institute, Cboe Labs/Product Innovation, etc.

  • Create and deliver solutions to increase volumes and expand our customer base in Cboe’s proprietary options and futures product suite, which includes iBoxx, SPX, VIX, RUT, MSCI and other new product initiatives.

Qualifications:

• Bachelor's Degree in in any field

• 15+ years of experience working on a European Derivatives sell-side sales and trading desk for an investment bank; or a minimum of 10+ years in the previous role combined with 5+ years at a buy-side asset management firm working within trading, portfolio management, or business development

• Evidence of success in previous people leadership/management roles is required

• Previous experience within the European Derivatives (options and futures) market is required for this role; previous experience trading or selling US Derivatives products is desired

• European derivatives experience must include a mix of listed and OTC, vanilla and exotics products; experience should include selling, trading, or structuring QIS, OTC exotics, and structured notes, with evidence of how new indices and listed options / listed futures can be utilized within these products

• A top candidate will have evidence of success working through the ecosystem challenges of bringing new products to market or onboarding new products within their previous firm(s)

• Senior-level relationships with investment professionals across the ecosystem of banks, asset managers, hedge funds, and asset owners (e.g. pensions and insurance companies) are required

• Able to effectively lead and participate in high level discussions with portfolio managers & traders who manage assets/trade for Multi Strategy or Credit/Volatility Funds, Long / Short Hedge Funds, Pensions, Endowments, Insurance, and Proprietary trading firms, etc.

• Strong teamwork skills, including the ability to work collaboratively alongside colleagues on different teams and in different regions

• Be results driven, demonstrate outstanding project management skills; prioritize tasks and work assignments, balancing multiple tasks simultaneously with accuracy and quality; adjust to changes in priorities and situations; complete work under pressure; meet deadlines

• Excellent communication skills (written, oral, and in video calls); organize and express ideas clearly and understandably when speaking to individuals or groups; listen to others & respond appropriately; and prepare/deliver presentations to senior executives internally and externally

• Develop and maintain a network of business and professional contacts; leverage business relationships to support Cboe’s goals

• Interact in a professional manner with internal and external contacts; use tact and diplomacy; maintain confidentiality; appropriately handle and communicate controversial or sensitive information

• Evaluate, analyze, and summarize data and facts with insight and brevity; establish logical connections; form sound decisions based on analysis

• Strong proficiency with MS-Office including presentation software (i.e. PowerPoint), CRM, e.g. SalesForce and internal applications

• In addition to English, fluency in a second language is strongly preferred (i.e. German, French, Spanish, Italian)

Any communication from Cboe regarding this position will only come from a Cboe recruiter who has a @cboe.com email or via LinkedIn Recruiter. Cboe does not use any other third party communication tools for recruiting purposes.