Director, EMEA Institutional

About Us
Wellington Management
offers comprehensive investment management capabilities that span nearly all segments of the global capital markets. Our investment solutions, tailored to the unique return and risk objectives of institutional clients in more than 60 countries, draw on a robust body of proprietary research and a collaborative culture that encourages independent thought and healthy debate. As a private partnership, we believe our ownership structure fosters a long-term view that aligns our perspectives with those of our clients.

About The Role
We are seeking an experienced professional to join the Client Platform in London as Director, EMEA Institutional. This senior leadership role will partner closely with the Head of EMEA Institutional and join both the Management and Leadership teams to shape and execute the firm's sales, relationship management, and product strategy for the Institutional channel across the region.

The role carries responsibility for governance, risk oversight, talent management, and driving cross-regional initiatives that support business growth and enhance client engagement.

The successful candidate will bring a forward-thinking approach to people leadership – able to evolve and energise a high-performing Institutional Relationship Management (RM) team across EMEA. This goes beyond operational management; it requires a deep understanding of how to build future-ready teams, foster a culture of excellence and inclusion, and align talent strategy with long-term business goals - ensuring the function is equipped to meet the evolving needs of clients and the business.

The Director will be responsible for cultivating a culture of excellence, inclusion, and continuous growth. This includes designing and embedding a talent strategy that aligns with the broader business vision—focusing on capability building, succession planning, and leadership development. They will be expected to lead with empathy and clarity, fostering an environment where individuals are empowered to perform at their best, while also being held accountable for outcomes.

We are looking for someone with a proven track record of managing senior professionals in complex, matrixed environments. Ideal candidates will bring a leadership style that balances commercial acumen with a strong commitment to people and culture. Experience in operational leadership or COO-type responsibilities – particularly where it has involved scaling teams, redesigning workflows, or implementing new technologies – will be highly advantageous.

Key Responsibilities
Leadership & Team Management

• Lead and manage a high-performing team of Relationship Managers and Associate Relationship Managers serving Institutional clients across EMEA. Ensure alignment with regional business priorities and client engagement strategies;
• Oversee the full talent lifecycle including attraction, onboarding, development, and retention. Promote a culture of performance, inclusion, and career growth through targeted initiatives and regular feedback mechanisms;
• Establish a framework for ongoing skills assessment, training and capability development, building future-ready client and commercial capabilities through continuous learning, mentorship, and strategic upskilling.
• Ideal candidates will bring proven experience in managing senior professionals, ideally within Relationship Management, and demonstrate operational leadership akin to COO responsibilities;
• Assist RMs in guideline and IMA negotiations.

Strategic Projects

• Drive and deliver strategic initiatives across the platform and region, with a focus on enhancing client servicing and internal processes;
• Lead efforts to optimise end-to-end client workflows, both regionally and globally. Strong familiarity with end-to-end client service workflows and the ability to partner with operational and technology leaders is essential;
• Lead transformation projects that enhance team effectiveness, client outcomes, and operational resilience.

Change Management

• Champion change initiatives that improve efficiency and scalability, including automation of RM processes and adoption of new technologies;
• Conduct competitor analysis to benchmark team structures and identify opportunities for differentiation and improvement.

Client Strategy & Engagement

• Act as senior escalation point for client issues, supporting Relationship Managers in resolution;
• Represent the team in WME and WMS board meetings, acting as a strategic thought partner to the Head of EMEA Institutional;
• Drive net client growth through strategic vision, excellent client servicing, and cross-sell initiatives and strategy;
• Lead defense strategies and manage strategic client relationships (SRAC).

Sales & Market Development

• Use data and metrics to inform strategies that grow EMEA Institutional market share;
• Ensure client-facing colleagues remain externally focused, supported by the right infrastructure and internal collaboration;
• Lead cross-border initiatives on sales strategy and product priorities to defend, maintain, and grow the business and to provide excellent client servicing.

Governance & Risk Oversight

• Oversee new business assessment governance and escalation processes for the region;
• Manage non-standard and contingent liabilities;
• Handle RM escalations and error resolution (ERC and non-ERC), in partnership with the Enterprise Risk Team.

Key Requirements

• Prior experience of people management, leading a team of experienced professionals, ideally RMs;
• Empathetic and strategic leader with a proven ability to build trust-based relationships across stakeholders, clients, and teams, at all levels of experience and seniority;
• Experienced in optimizing workflows , with a strong understanding of end to end of client servicing is considered highly advantageous;
• Commercially driven, with deep subject matter expertise and strong market knowledge, focused on driving top-line growth, client retention, and innovative service excellence;
• Data-informed and outcome-oriented, leveraging metrics and insights to shape strategy, improve client experience, and expand market share;
• Strong governance and risk oversight mindset, with the ability to manage complex client escalations, non-standard liabilities, and strategic decision-making;
• Exceptional communicator and collaborator, able to inspire and guide high-performing teams while fostering a culture of accountability, innovation, and continuous development;
• Resilient and solution-focused, thriving in a dynamic, cross-regional environment and adept at navigating ambiguity and change;
• Strong problem-solving skills, with a proactive, solution-oriented approach and the ability to succeed in highly collaborative, team-oriented settings;
• Strong knowledge of continental Europe with associated language skills would be strongly preferred;
• Background/experience in Privates would be highly beneficial.

Qualifications
The successful candidate is likely to have:

• A strong academic background, ideally including a relevant professional qualification (e.g. CFA) or progress towards one:
• 15+ years of relevant professional experience, including a proven track record of successfully building and managing client facing teams and/or business development or relationship management experience;
• Excellent communication and presentation skills, with an ability to influence, inspire and lead others;
• Demonstrable business management and strategic analysis / implementation experience;
• An innovative and growth mindset;
• Proficiency in Salesforce, Excel and Outlook.

Please note that we are only able to respond to successful applicants.

Not sure you meet 100% of our qualifications? That's ok. If you believe that you could excel in this role, we encourage you to apply and welcome a chance to review your background. We are dedicated to building and maintaining a diversified workforce and considering a broad array of candidates with a variety of skill, workplace experiences, and backgrounds.

As an equal opportunity employer, Wellington Management ensures that all qualified applicants will receive equal consideration for employment without regard to
race, color, sex, sexual orientation, gender identity, gender expression, religion, creed, national origin, age, ancestry, disability (physical or mental), medical condition, citizenship, marital status, pregnancy, veteran or military status, genetic information or any other characteristic protected by applicable law
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