Regional Director, Institutional Relations, EMEA

London (Central), London (Greater) (GB)
Sep 06, 2018
Nov 05, 2018
Job Function
Employment Type
Full Time

Job Description Summary: 

The Regional Director, Institutional Relations, EMEA is responsible for managing CFA Institute’s engagement with the investment management industry and related stakeholders (who we collectively refer to as “institutions”) within the entire EMEA region. These stakeholders include financial institutions (asset managers, pension funds, sovereign wealth funds, endowments, etc.), universities, and regulators. This individual will report to the Head, Global Institutional Relations with matrix reporting to the Managing Director, EMEA, and is charged with leadership responsibility for institutional business development and relationship management in the region. The successful candidate will have outstanding leadership, sales, marketing, business development, planning & execution skills; a track record of building strong, agile and versatile teams; and proven success as a relationship builder, collaborator, influencer and partner in a multinational environment.

  • Leads, motivates and develops a high performing regional team, providing leadership, mentoring and support while ensuring accurate and timely execution of responsibilities.  Builds generalist and cross-product skills sets across team members.
  • Identifies the top opportunities to engage leading global and EMEA institutions to advance the mission and opportunity set for CFA Institute across firms, universities and regulators.
  • As a member of the EMEA Regional Management Team, contributes to the regional strategic plan, and tailors our institutional engagement strategy to the unique needs of CFA Institute in the region.  Works with regional partners to establish and execute a business plan for the client base in the region including country/market plans, particularly for strategic markets, working in close collaboration with sub-regions.
  • Responsible for promoting, marketing and selling CFA Institute credentialing programs (CFA, CIPM, and Investment Foundations programs), codes and standards (e.g., GIPS and Asset Manager Code), ethics offerings, competitions, affiliation programs, participation and sponsorship of CFA events, and general advocacy issues in the region.
  • Creates new business development opportunities and establishes new relationships with industry targets via bi-lateral (single firm) and multi-lateral (multiple firm) meetings, programs, and events. 
  • Collaborates with key internal stakeholders to ensure global consistency in the planning and execution of initiatives that deliver critical resources to institutions.  Creatively and efficiently creates and executes various events, programs and other projects (conferences, roundtables, networks, workshops, etc.) to create deeper engagement with institutional clients.
  • Builds strong relationships with identified institutional accounts.  For firms, this includes senior management (“C-Suite”), HR and Learning/Development personnel, and senior industry professionals (portfolio managers, analysts, and industry through leaders).  For universities, this includes faculty, career centers, and student organizations.  For regulators and other credentialing bodies, this includes key personnel who influence licensing, regulations, and exemptions for our candidates and members.
  • Partners with colleagues in Society Relations and with society leadership (Executive Directors, staff, volunteers, and governance Boards) to coordinate and collaborate at the local level with key clients in priority sub-regions.  Plans and executes society-specific institutional engagement strategic plans.  Collaborates with colleagues in our Member Value function to promote CFA Institute conferences, continuing professional development (CPD) and other membership initiatives to our institutional clients.
  • Using strong delegation and accountability skills, creates an active coverage model and assigns account ownership to team members, and drives allocation of resources across to fulfill the regional objectives across Institutional Relations, including working in close collaboration with local societies in all regional account plans and client engagement.  Directly involved when necessary in senior aspects of all relationships.
  • Represents CFA Institute internally and externally by speaking at events, facilitating workshops, running training sessions, leading roundtable discussions, and other client engagement activities.

Responsible for establishing an open and collaborative team culture where strong performance, innovation and contributions above and beyond are valued and recognized.


  • Minimum of 7-10 years of experience in investment or capital market sales and/or account management.
  • Extensive network of investment management industry contacts, comfortable networking and actively building personal relationships at the senior / c-suite level.  Experience in the learning & development space among financial institutions preferred.
  • Bachelor’s Degree or an equivalent combination of education and experience.  CFA candidate experience or membership preferred, but not required.
  • Significant financial industry knowledge and technical skills; current on industry trends and market activity, and passionate about key factors driving investment management profession (such as ESG, diversity and inclusion, fintech, active vs. passive investment styles, industry regulatory issues, etc).
  • Polished executive presence; demonstrated ability to consult confidently and effectively with senior thought leaders and stakeholders; strong public speaking and group facilitation skills.
  • Highly collaborative style; experienced in establishing trust and building strong relationships and influencing stakeholders at multiple levels; demonstrated ability to operate in a matrix management structure.
  • Leadership with a passion for developing and motivating teams and the ability to work effectively through the team selflessly to accomplish key objectives.
  • Very high level of organizational and time management skills; flexibility in competently juggling competing priorities and changing expectations. Energy to put in the hours of concentrated work necessary to achieve goals while maintaining a positive attitude.
  • Demonstrable strategic planning and project management skills.
  • Fluency in English required; multilingual preferred.
  • Excellent communication skills including written, verbal and listening.  Mastery of PowerPoint functionality and best practices in presentation development and delivery; comfortable and confident presenting to large audiences.
  • Must demonstrate good judgment and mature business skills, make decisions independently within appropriate responsibility, and ability to communicate efficiently with line managers, society leaders, and CFA Institute Leadership Team.


  • Frequent regional and occasional global travel will be required; approximately 20-35% of the time, with some travel and work on weekends as well.


  • Global Perspective – Understands business on a global scale, understands differences in people and cultures, and is effective across varied conditions.
  • AgilityResponds quickly to opportunities, is flexible, and effectively embraces change.
  • Effective Communication Communicates clearly and succinctly in a variety of settings and styles, listens, and presents a professional image.
  • Stakeholder Focus Identifies and understands stakeholders and their needs, acts with their interest in mind, and gains their trust and engagement.Strategic Vision - Recognizes trends and opportunities, acts accordingly, and thinks critically which translates into a compelling and inspiring vision.
  • Manages and Motivates Others – Ability to set clear accountabilities for others and energize and enable them to deliver results.
  • Organizational Awareness – Understands how the organization works and knows how to get things done both through formal channels and the informal network; understands the culture of the organization.

This job description is a summary of job requirements and duties and is not intended to be an exhaustive list of all areas of responsibility.