James Young, Head of Sales at Artemis Investment Management

Our Sales Manager of the Month is James Young, Head of Sales at Artemis Investment Management. James heads up Artemis’ sales team. He studied business and economics in Switzerland, Germany and the UK and has worked in European fund sales for over 15 years. He helped to build Prumerica Financial’s European funds business and played a central role in Thames River Capital’s success in Europe before its acquisition by F&C. James joined Artemis in 2014. We are very content to have him as Sales manager of the month, for an insightful interview continue reading.

What led you to dedicate yourself to the financial sector? What would you be doing if you did not find a path in Business?

I was brought up in Switzerland, where of course the financial sector is very dominant. So it was anatural choice for me.

I have always been very competitive in sports and had I been good enough, I would have loved to have become a professional tennis player. But in the end I gave Roger Federer a chance instead.

Taking a brief look at your trajectory, what would you highlight about your professional career?

Every stage of my career has had its highlights. If I had to specify two, it would be the amazing client relationships I have built; and working with some very talented, smart fund mangers and sales people. I have made a lot of friends over my 20-years in the industry; and I consider myself very fortunate in that.

Any advice for young people trying to be successful in the industry?

To be a good sales person, one has to listen more than talk oneself: two ears, one mouth. Be patient and not pushy with clients, as they have their own agendas and timelines.

How did you stay motivated throughout the years?

The industry has already evolved dramatically over my career . You always have to adjust, and doing so is always stimulating. It’s important to embrace change, and be able to learn and adapt to it. In the last few years I have taken on the responsibility of managing more people, which I enjoy hugely.

What is the greatest challenge as Head of Sales at Artemis Investment Management?

A big challenge is to balance the expectations of the fund managers against the reality of what is possible, given performance, market conditions and clients’ appetite for a particular  asset class at any point in time; in other words ,keeping everyone happy.

Could you tell us some specifics that come with your role as Head of Sales, what is your main focus in this position?

The role of Head of Sales varies from asset manager to asset manager. At Artemis I see myself as a ‘player coach’. This means I need primarily to ensure my team is achieving its potential given the funds we have and the market environment we are in, but am also involved in raising assets myself. I believe it is very important if you head a sales team to still feel the pulse of the market and not remove yourself from interaction with the people who really matter: clients.