Director, EMEA Institutional

WELLINGTON MANAGEMENT

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 50 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.

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 capable of evolving and energising a high‑performing Institutional Relationship Management (RM) team across EMEA. They will build future‑ready teams, foster a culture of excellence and inclusion, and align talent strategy with long‑term business goals.

• Lead and manage a high‑performing team of Relationship Managers and Associate Relationship Managers serving Institutional clients across EMEA.
• Oversee the full talent lifecycle, including attraction, onboarding, development and retention, promoting a culture of performance, inclusion and career growth.
• Establish a framework for ongoing skills assessment, training and capability development through continuous learning, mentorship and strategic upskilling.
• Assist RMs in guideline and IMA negotiations.

• 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.
• Lead transformation projects that enhance team effectiveness, client outcomes and operational resilience.

• 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.

• 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.
• Lead defence strategies and manage strategic client relationships.

• 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.

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

• Prior experience in 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.
• Experienced in optimizing workflows with strong understanding of end‑to‑end client servicing.
• Commercially driven with deep subject‑matter expertise and strong market knowledge focused on driving top‑line growth, client retention and service excellence.
• Data‑informed…